Training on Procurement Negotiation & Contract Management Advanced
Master advanced procurement negotiation and contract management skills to optimize supplier value and reduce risk.
Next intake
20 Jul 2026 · Dakar
Duration
10 days
Live instruction
Delivery
Physical + Virtual
Cohort based
Level
Advanced
Working professionals
Certification
NITA reimbursable
For Kenyan cohorts
Language
English
All materials
About this programme
This course equips procurement and supply chain professionals with advanced negotiation and contract management skills to maximize value, reduce risk, and strengthen supplier partnerships. Participants learn structured negotiation strategies, contract drafting and administration, supplier performance management, and dispute resolution techniques. The course emphasizes practical frameworks, real-world scenarios, and tools to ensure procurement outcomes align with organizational goals, compliance standards, and long-term supplier relationships.
Duration
10 Days
Who Should Attend:
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Senior procurement and sourcing professionals
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Contract managers and administrators
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Supply chain and operations managers
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Finance, risk, and compliance officers
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Legal advisors supporting procurement
What you'll walk away with
By the end of the course, participants will be able to:
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Apply advanced negotiation techniques in procurement
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Draft, manage, and enforce complex contracts effectively
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Manage supplier performance and relationships strategically
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Mitigate contractual and supplier risks
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Resolve disputes and ensure compliance with legal and organizational standards
What we cover, module by module
Module 1: Strategic Procurement & Negotiation Fundamentals
- Procurement strategy alignment
- Principles of negotiation and value creation
- Negotiation styles, psychology, and preparation
- Case Study: Failed negotiations due to poor preparation
- Practical: Mapping negotiation priorities and BATNA (Best Alternative to a Negotiated Agreement)
Module 2: Advanced Negotiation Planning & Strategy
- Developing negotiation strategy and objectives
- Stakeholder analysis and decision-making dynamics
- Competitive vs collaborative negotiation approaches
- Case Study: Supplier resistance and negotiation adaptation
- Practical: Crafting a negotiation strategy for a key supplier
Module 3: Negotiation Tactics & Communication Skills
- Persuasion, influence, and tactical questioning
- Handling objections, concessions, and deadlocks
- Cross-cultural negotiation considerations
- Case Study: Multi-stakeholder negotiation challenges
- Practical: Role-playing advanced negotiation scenarios
Module 4: Contract Fundamentals & Legal Considerations
- Key contract elements and clauses
- Risk allocation and legal frameworks
- Contract lifecycle management overview
- Case Study: Contract disputes due to vague clauses
- Practical: Reviewing and identifying critical contract clauses
Module 5: Advanced Contract Drafting & Administration
- Drafting enforceable, clear, and balanced contracts
- Managing amendments, renewals, and variations
- Internal approvals and compliance checks
- Case Study: Contract non-compliance impacting delivery
- Practical: Drafting key contract clauses for a complex procurement
Module 6: Supplier Performance & Relationship Management
- Setting KPIs and SLAs
- Performance monitoring and corrective actions
- Building strategic supplier relationships
- Case Study: Supplier underperformance and remediation
- Practical: Developing a supplier scorecard and review framework
Module 7: Risk Management & Dispute Resolution
- Contractual risk identification and mitigation
- Common disputes and dispute resolution techniques
- Escalation and mediation strategies
- Case Study: Supplier litigation due to contract mismanagement
- Practical: Designing a dispute resolution process
Module 8: Negotiating Complex & High-Value Contracts
- Multi-party, multi-region, and long-term contracts
- Negotiating with consortiums, joint ventures, and public-private partnerships
- Handling negotiations with strategic suppliers and critical categories
- Case Study: Large-scale procurement negotiation outcomes
- Practical: Simulating a high-value contract negotiation
Module 9: Contract Compliance, Auditing & Reporting
- Monitoring contract performance and compliance
- Internal auditing of contracts and obligations
- Reporting to management and boards
- Case Study: Contract audit revealing compliance gaps
- Practical: Developing a contract compliance checklist and report
Module 10: Integration, Continuous Improvement & Future Trends
- Integrating negotiation and contract management into procurement strategy
- Leveraging digital tools and analytics in contracts
- Emerging trends: AI, e-contracting, blockchain in procurement
- Case Study: Digital contract management transforming procurement
- Practical: Developing a strategic negotiation and contract management roadmap
Where the change lands
Personal Impact:
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Enhanced negotiation, drafting, and contract management skills
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Improved strategic decision-making and supplier engagement
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Greater confidence in handling complex procurement situations
Organizational Impact:
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Reduced procurement and supplier-related risks
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Improved contract compliance and value realization
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Stronger supplier relationships and performance outcomes
Dates and locations
Upcoming intakes
Every intake is limited to a small cohort. Booking closes when a date fills or three weeks before the start, whichever comes first.
| City | Starts | Ends | Delivery | Book |
|---|---|---|---|---|
DakarNext | 20 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Johannesburg | 20 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Dar es Salaam | 20 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Nakuru | 20 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Pretoria | 27 Jul 2026 | 07 Aug 2026 | In-Person | Book |
Kisumu | 27 Jul 2026 | 07 Aug 2026 | In-Person | Book |
- DakarNext
20 Jul → 31 Jul·In-Person
Book this intake - Johannesburg
20 Jul → 31 Jul·In-Person
Book this intake - Dar es Salaam
20 Jul → 31 Jul·In-Person
Book this intake - Nakuru
20 Jul → 31 Jul·In-Person
Book this intake - Pretoria
27 Jul → 07 Aug·In-Person
Book this intake - Kisumu
27 Jul → 07 Aug·In-Person
Book this intake
Common questions.
Still not sure? Send us a note and a facilitator will get back to you within a business day.
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For corporate teams
Training 10+ professionals?
We deliver Training on Procurement Negotiation & Contract Management Advanced in-house at your offices, at a venue we arrange, or fully virtual. Customise the curriculum against your KPIs, and get a bespoke price for the cohort size you need.