Advanced Negotiation (L5M15)

Module purpose
On completion of this module learners will be able to examine the key stages of the negotiation process and the influence of relationships and ethics on the process. They will also assess the methods and behavioural factors which can influence others.

Module aim(s)
Those involved in procurement and supply activity will create and manage formal agreements which will be critical to organisational success. Part of the developmental process for such agreements will rely upon effective negotiations with stakeholders and/orsuppliers and also the ability to influence the individuals and groups involved. This moduleis designed for those managers who may be faced with preparing for and completing negotiations

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Next steps
Joining a CIPS qualification programme means you will join the largest Institute in the world for those working in procurement and supply. You can join as a member online today. Once you've become a CIPS member you can book your examinations online.

    Learning outcomes

    1.0  Understand the key stages which impact on the negotiation process and outcomes

    1.1  Analyse pre-negotiation and the associated preparation that should be made

    • Who is to negotiate – team vs. individual – advantages vs. disadvantages
    • The venue, intelligence gathering, clear objectives, strategy and tactics, rehearsal
    • Negotiation agenda – advantages vs. disadvantages

    1.2  Examine negotiation and the associated strategies, tools and techniques

    • Specialist tools of negotiation
    • Framing an agenda
    • Questions to elicit information and apply pressure
    • Concessions to secure movement
    • Reciprocated concessions
    • Understanding the personalities of one’s opponents and their motivational drivers
    • Deadlocked negotiations
    • The effects of lengthy negotiations, tiredness and concentration
    • Concluding the negotiation, planning, agreements, benefits and value added

    1.3  Examine post-negotiation actions

    • Clear agreements
    • Selling the agreements to stakeholders
    • Implementing agreements, planning, contracts, joint implementation teams, performance reviews and continuous improvement
    • Establish monitoring procedures

    2.0  Understand negotiation relationships and ethics

    2.1  Assess the changing relationships within the negotiation process

    • Honesty and working relationships
    • Build mutual trust
    • Assess the situation
    • Place negotiation in the long-term context

    2.2  Analyse ethics and its influence on the negotiation process

    • Positional negotiation
    • Principled negotiation
    • Separate the people from the problem
    • Identify options for mutual gain – win-win
    • Sharing of information and data
    • Cultural factors
    • Bribery, corruption and fraud

    3.0  Understand methods and behavioural factors which can influence others

    3.1  Assess methods to influence individuals and groups

    • Building networks of trust and influence
    • Creating alliances
    • Identifying and dealing with conflict and resistance
    • Managing ambiguity and uncertainty

    3.2  Assess the behavioural factors that might influence individuals

    • Attitudes and responses
    • Motivation
    • Groups vs. informal organisations
    • Leadership style and systems management
    • Consultation and participation
    • Empowerment
    • Organisational structure
    Download full syllabus

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