COURSE OVERVIEW:

In the project-driven economy, the ability to negotiate high-value contracts and execute effective purchasing strategies is a vital competency for project managers. This course provides a comprehensive toolkit for mastering the commercial negotiations that occur before, during, and after project award. It focuses on the strategic alignment of purchasing activities with project constraints to ensure that every dollar spent contributes maximum value to the project’s objectives.

The scope of this training encompasses the psychology of negotiation, the mechanics of strategic sourcing, and the implementation of efficient purchasing workflows. Participants will learn how to prepare for complex negotiations by identifying their "Best Alternative to a Negotiated Agreement" (BATNA) and understanding the interests of the counterparty. The course addresses the nuances of global procurement, including managing international vendors, logistics, and currency risks in a project context.

Coverage includes the development of sourcing plans, the evaluation of supplier technical and commercial proposals, and the mastery of persuasive communication. Attendees will explore various purchasing models, from centralized procurement to decentralized site-based buying, and learn how to optimize lead times and quality. By integrating negotiation excellence with technical purchasing skills, project managers will be able to control costs, enhance supplier performance, and secure the resources necessary for project success.

COURSE OBJECTIVES:

After completion of this course, the participants will be able to:

• Develop strategic purchasing plans tailored to project requirements.
• Apply advanced negotiation techniques to achieve win-win outcomes.
• Identify and leverage power dynamics in commercial negotiations.
• Execute effective vendor selection and pre-qualification processes.
• Optimize project procurement schedules to minimize lead times.
• Manage international purchasing risks including logistics and currency.
• Conduct objective technical and commercial bid evaluations.
• Build and maintain collaborative long-term supplier relationships.
• Utilize total cost of ownership (TCO) principles in purchasing.
• Negotiate complex variations and change orders effectively.
• Implement ethical purchasing practices and prevent procurement fraud.
• Monitor and control supplier performance through measurable KPIs.

TARGET AUDIENCE:

This course is designed for Project Managers, Procurement Officers, Supply Chain Managers, Commercial Leads, and Technical Professionals responsible for project-based purchasing.

TRAINING COURSE METHODOLOGY:

A highly interactive combination of lectures, discussion sessions, and case studies will be employed to maximize the transfer of information, knowledge, and experience. The course will be intensive, practical, and highly interactive. The sessions will start by raising the most relevant questions and motivating everybody to find the right answers. The attendants will also be encouraged to raise more of their questions and to share in developing the right answers using their analysis and experience. There will also be some indoor experiential activities to enhance the learning experience. Course material will be provided in PowerPoint, with necessary animations, learning videos, and general discussions.

The course participants shall be evaluated before, during, and at the end of the course.

COURSE CERTIFICATE:

National Consultant Centre for Training LLC (NCC) will issue an Attendance Certificate to all participants completing a minimum of 80% of the total attendance time requirement.