Leading Edge Negotiation for Procurement

Leading Edge Negotiation

This highly interactive and hands-on workshop provides a mixture of the latest theories and the practical tools to enable you to substantially upgrade your negotiation skills.

This seminar has a fantastic Return on Investment: on average, participants report a 30% improvement of their negotiation outcomes

Facilitator: Prof Giuseppe Conti

Professor of Negotiation & Influencing.

#1 in 2025 Top 30 Global Gurus for Negotiation.

Teaching in all the Top 10 European Business Schools.

Giuseppe Conti is the founder of CABL (www.cabl.ch), a firm that offers a range of customized training in the field of negotiation, influencing, and related areas.

Since 2005, Giuseppe has been an award-winning Lecturer, recognized for his lively and interactive training workshops across leading business schools in three continents.

Training Approach

Using industry relevant case studies, an interactive training by raising awareness, equipping tools, identifying growth areas, and creating actionable micro-steps.

Who Should Attend

- Procurement / Supply Chain Leaders

- Sales / BD negotiating with Procurement

- Anyone engaging in business negotiations

By Participating You Win

• Effectively analyse and prepare a negotiation using a structured approach

• Apply a variety of negotiation strategies, techniques and approaches

• Have increased confidence in your negotiation skills

• Improve your understanding and predictions of people’s behaviours in negotiations

• Gaining new strategies to add to your toolboxes

Training Agenda

Day One (9 am - 6 pm)

09.00-12.00

Negotiation preparation (8 principles for negotiation mastery, understanding interests and priorities of your counterpart, effective research, BATNA and power analysis, reservation price, preparing a negotiation in 20 minutes)

12.15-13.15

Lunch break

13.15-18.00

Claiming value (dealing with concessions and trades, who should make the first offer and the effective use of anchoring, techniques to claim value, tactics, post-negotiation assessment)

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Day Two (9 am - 6 pm)

09.00-12.40

Creating value (building trust, the challenge of information sharing, balancing advocacy with inquiry, team negotiations, using your voice to be more effective, techniques to create value, using creativity to design a better deal, active listening)

12.40-13.40

Lunch break

13.40-18.00

Your own challenges (negotiating with no alternatives, dealing with price increases, negotiating a contract, practice your own negotiation challenges, key behaviours of effective learners, continuing to develop your skills)

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Registration Fee Standard:

Standard: SGD 2,295 per person

Early-Bird: (by 30 Dec): SGD 1,995 per person

Post-workshop services :

Year continue learning: one new video + one new article each month, 6 webinars/yr , 10 live events/yr on negotiation and influencing topics.