Effective negotiation enables buyers and procurement professionals to hone and improve their negotiation skills, techniques, and strategies to obtain the best possible deal.

This one-day workshop will be in an interactive and practical learning environment, focusing on the ability to negotiate effectively in different situations.

Host this Successful Contract Negotiation training course In-House to help you understand the structure of a negotiation; learn how to manage a difficult supplier; develop your own negotiating styles and take a strategic approach to negotiate a contract.

Through a mixture of practical sessions, you will leave the day with the ability and confidence to negotiate more effective contracts with your suppliers.

Learning Outcomes

  • Understand the structure of contract negotiation
  • Gain the knowledge and confidence to successfully conduct negotiations
  • Learn how to manage difficult suppliers
  • Develop your team’s negotiating styles
All the Understanding ModernGov courses are Continuing Professional Development (CPD) certified, with signed certificates available upon request for event.

Enquire About In-House Training

To speak to someone about a bespoke training programme, please contact us:
0800 542 9414
[email protected]


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09:15 - 09:45


09:45 - 10:00

Clarification of Learning Objectives

10:00 - 10:30

What is a Contract Negotiation?

  • Gain an understanding of the dynamics of negotiating a contract
  • Learn what attributes successful negotiators need
  • Examine best and worst practice of contract negotiation
10:30 - 11:00

Managing Difficult Suppliers'

  • Learn the importance of planning and preparation
  • Prepare for uncertainty
  • Reflect on personality styles and refining the approach for effectiveness
  • Identify their motives and “red lines”
11:00 - 11:15

Morning Break

11:15 - 12:00

Effective Negotiating Styles

  • Learn about different negotiating styles
  • Adopt an approach that plays to your strengths
  • Understand the different behaviours negotiators adopt
12:00 - 13:00

The Importance of a Strategic approach and Influencing Skills

  • Understand the structure and crafting of a strategy
  • Strategy for deadlock
  • Adopt a plan that allows for changing circumstances.
  • Control and manage difficult situations, including conflict
13:00 - 14:00


14:00 - 16:00

Workshop: Contract Negotiation in Action

In groups, delegates will put the day’s learning into practice, through a toolkit of proven and practical negotiation skills, set against the theory and framework of the day’s discussions.

  • Work through examples that suit your organisation and business context
  • Adopt techniques and skills that work best for your organisation
16:00 - 16:15

Feedback, Evaluation & Close