COURSE OVERVIEW:

In today's globalized economy, the ability to purchase strategically and negotiate effectively is a core driver of organizational profitability. This course provides a comprehensive roadmap for transforming purchasing from a tactical function into a strategic advantage through sophisticated negotiation and category management. It focuses on the development of professional buyers who can navigate complex markets and secure the best value while maintaining robust supplier relationships.

The scope of this training encompasses the entire purchasing cycle, from initial market analysis and spend categorization to the finalization of legally binding agreements. Participants will master the "Art of the Deal," learning how to prepare for high-stakes negotiations by identifying interests, leverage points, and alternative outcomes. The course addresses the technicalities of contract drafting, ensuring that negotiated wins are accurately captured in enforceable terms and conditions.

Coverage includes the analysis of supplier cost structures, the management of global sourcing risks, and the implementation of ethical procurement standards. Attendees will explore the psychology of persuasion and learn how to counter common negotiation tactics used by vendors. By integrating technical purchasing knowledge with advanced negotiation skills, professionals will be able to drive cost savings, enhance quality, and secure the supply of critical goods and services.

COURSE OBJECTIVES:

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

• Develop strategic purchasing plans aligned with business goals.
• Apply advanced negotiation techniques to achieve optimal pricing.
• Analyze supplier markets and identify strategic sourcing opportunities.
• Utilize the "BATNA" concept to strengthen negotiation positions.
• Interpret and draft essential commercial terms and conditions.
• Identify and mitigate risks in the procurement and supply process.
• Execute technical and commercial bid evaluations with precision.
• Build and maintain productive, long-term supplier partnerships.
• Understand the psychology of persuasion and influence in deals.
• Manage international purchasing complexities and Incoterms.
• Implement ethical purchasing practices and prevent fraud.
• Monitor and report on purchasing performance and cost savings.

TARGET AUDIENCE:

This course is designed for Procurement Officers, Purchasing Managers, Buyers, Category Managers, and Commercial Leads.

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.