Fundamentals of Negotiation
Thursday 25th June 2026, 9.00am - 4.30pm, Newtown
A one-day course
Intended for purchasing personnel who are new to the function or those with limited experience of negotiation. It is also
suitable for other company personnel who have responsibility for buying and negotiation but are not part of the purchasing
function.
Outcomes
The course clearly defines ‘negotiation’ and how better deals can be obtained when purchasing materials, equipment and
services. Attendees are taught in detail how to prepare for a negotiation and are provided with basic techniques to achieve
their objectives and targets. With detailed input from the course presenter, desk-top and syndicate exercises, attendees will
leave with the confidence to conduct negotiations virtually, by telephone or on a face-to-face basis.
Course Content
What is Negotiation?
What is Negotiation? Differences between genuine Negotiation and Alternatives, Options and Discussions /
Beware the Salesperson’s Tricks! / Is Negotiation really about Win-Win or Win-Lose?
Key Phases of Negotiation
Recognising and Managing the Key Phases / Preparation / Opening / Debating / Moving / Agreeing / Reviewing.
Preparing for a Negotiation
PMS Negotiation Preparation Worksheet / Treatment of Numerical Data / Identifying Strengths and Weaknesses /
Defining Variables / Setting Objectives / Identifying and Using Concessions / Strategy.
Negotiating Process
The Negotiating Arena / Home or Away? / Opening / Order of Subject Matter / Use of Targets / Tactics & Techniques /
Applying Pressure / Use of Language / Being Positive / Creating Movement / Persuade rather than Demand /
Linking Movement / Breaking an Impasse.
Negotiating Techniques
Opening Techniques / Lateral or Vertical Negotiations? / Variables – Major to Minor? / Drip-feed Persuaders /
Repetition / Linking a Concession to Get Movement / using ‘Either’/’Or’ Statements / Never Devalue Offers / Under
Pressure? Switch Ground / Move in Small Increments / Never say 10%’, 15%, 20%! / Compromise / Conditional
Agreements / Sacrificial Links / ‘Thank & Bank’ / Closing Techniques.
Behavioural Aspects
How Behavioural Aspects Can Enhance or Enhance or Under-mine Your Message / Positive Body Language / Eye
Contact / Facial Expressions / Gestures / Tone of Voice / Posture
Duration: 1 Day
Date: Thursday 25th June 2026 9.00am - 4.30pm
Cost: Free to Attend -Digital & Employment skills bitesize training fully funded by Welsh Government
Venue: Newtown
Book your places below or Tel: 01686 628778
Course Delivery: This course will be delivered by Bob Edwards of Purchasing Management Services, Prior to joining PMS, Bob has enjoyed a long career of 30 years dedicated to various roles within the supply chain. Having started out in public sector operational procurement and then moving to manufacturing logistics & procurement in the automotive & agrochemical industries. Bob has held positions across all levels of materials management and procurement.
Book online using the booking form below, call 01686 628778 or email sam@mwmg.org
If there are no spots available and you wish to be added to the reserve list in case of cancellation please email sam@mwmg.org