Negotiation starts from the first communication between the buyer and the supplier right through to the final signing of the contract. Negotiation is used to obtain a discount, agree timescales for a launch, and come to an agreement on contract terms for complex purchases. It is the buyer’s responsibility to negotiate the best terms, conditions and price for every purchase whilst maintaining or improving quality or service.


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Podcast: Hear from Sebastian Moritz on how applying game theory methodologies can help procurement with internal and external negotiations 


Podcast: Eirini Etimou on negotiation skills for success 

Eirini Etoimou

CIPS Procurement Topics

Related concepts

Negotiations in Procurement

You can motivate suppliers to offer their best price by starting the relationship as a conversation, not a competition (den Butter and Linse)

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