Effective Negotiations in Projects and Procurement


Course name Effective Negotiations in Projects and Procurement
Institution UNDP
Location Various - Please contact course host for specific details.
Website www.undp.org/procurement/training.shtml
Language English
Contact information

Singer, Deborah


Tel: +1 (212) 906-5000


Course objective

The aim of this course is to provide participants with

the skills and knowledge needed for successful nego-

tiations, including:

•Understanding the principles and dynamics of the

negotiation process and how to avoid the common

traps in negotiation

•Developing win-win strategies based on analysis of

the other parties’ needs

•Identifying and actively working on their own nego-

tiation strengths and weaknesses through role-plays

By the end of the programme, participants will be able to:

•Identify the negotiation objectives

•Develop and prepare a negotiation plan and strategy

•Understand the different components of the negotiation process

•Establish a positive and constructive atmosphere at the negotiation table

•Understand the essential skills necessary to be a successful negotiator

•Identify own strengths and weaknesses at the negotiation table

•Understand and appreciate the impact different cultural backgrounds can have on verbal and non-verbal communication

• Enhance negotiation skills through role-plays and

by applying best practices

Sector Public
General course topics Variety/range of logistics topics in some detail
Specific course topics

•Defining negotiation and negotiation skills

•Characteristics of the negotiation cycle in projects and procurement

•Negotiation and supply positioning

•Preparing the negotiation process

•Assessing and understanding your own negotiation skills

• Choosing your negotiation team

• Developing a negotiation strategy

• The different stages of negotiation

• Win/Loose vs. Win/Win negotiations

• Distributive vs. integrative negotiations

• Typical tactics and ploys

• Bargaining and persuasion techniques

• Trading and compromising

• Closing of negotiations and readying the agreement for implementation

• Intercultural factors

• Dealing with conflict

• Monitoring implementation

• Role-plays and behaviour rehearsal

• Linking theory and practise

Total time commitment 4 Days
Focus commodity Any or other commodity
Accredited Yes
Accredited by Not indicated - please contact the course host for this information.
Attendance mode In-person
Attendance description

Course will take place over 4 days.

Incentives No
Incentives description


Logistics Topics Coverage % (estimate) 100
Audience Other
Pre-requisites No
Pre-requisites description


Course fee $1,475
Discount available No
Discount description

Please contact the course host for this information.

Course included in analysis No
Additional comments

This course is for staff members working in the procurement environment, who are new to negotiations and would like to be well-prepared before embarking into this field. Staff, who are already conducting negotiations but have never had any formal negotiation training, will also find this course educating. The course content and tools provided can be applied to negotiations with both internal and external partners. Requisitioners, technical experts, programme and project staff will also find this course valuable.

For more information, please visit: www.iapso.org/training/documents/UNDP_CIPS_Training_Catalogue_2013.pdf

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