Procurement Negotiations
Negotiate Smarter, Procure Better
BNA Procurement Negotiation Training: Driving Value Through Strategic Supplier Relationships
Build peak-performing procurement teams by equipping them with fit-for-purpose procurement negotiation strategies, techniques, and tools, along with a robust negotiation process to reduce costs, achieve real savings, negotiate effectively with strategic and single-source suppliers, improve SLAs, and build strong supplier relationships to enhance corporate competitiveness.
In today’s dynamic procurement landscape, negotiating with suppliers is no longer just about cost-cutting—it’s about creating value, securing competitive advantage, and building sustainable supplier relationships that ensure business success. At Business Negotiation Academy (BNA), we take a proactive approach to procurement negotiation, empowering your team to secure optimal outcomes that benefit both your company’s bottom line and long-term strategic objectives.
With our BNA Procurement Negotiation Training, we deliver tailored solutions that equip your procurement professionals with the tools, strategies, and skills to negotiate from a position of strength. Using our powerful BNA Negotiation Matrix, we help you gain full control over the negotiation process, ensuring that your team drives impactful results—no matter how challenging the market conditions.
What Our Procurement Negotiation Training Offers: Results-Driven, Value-Focused
Our Procurement Negotiation Training is designed to help you achieve measurable results. We focus on delivering practical, value-focused training that equips your team to negotiate more effectively and strategically.
Key Benefits of Our Procurement Negotiation Training:
- Maximise Cost Savings: Equip your team with strategies to reduce costs and deliver real savings that flow directly to the bottom line.
- Gain Full Control Over Negotiations: With the BNA Negotiation Matrix, your team will have a comprehensive tool to navigate every stage of negotiation, allowing them to anticipate challenges, maintain leverage, and secure the best outcomes.
- Strengthen Supplier Relationships: Learn how to negotiate beyond price, building strong, value-based relationships with suppliers that ensure reliability, collaboration, and long-term success.
- Negotiate with Strategic and Sole-Source Suppliers: Master the techniques needed to negotiate effectively in complex situations, including those involving single-source or strategic suppliers.
- Improve SLAs and Contract Terms: Elevate the quality of service agreements, ensuring that your organisation receives maximum value while managing supplier risk effectively.
The Power of The BNA Negotiation Matrix
Most procurement methodologies emphasise cost savings but often lack the comprehensive tools and techniques to help professionals effectively communicate and defend the value they bring to supplier negotiations. The BNA Negotiation Matrix is the only negotiation methodology that seamlessly integrates your procurement strategy with the negotiation process, ensuring that negotiations are an ongoing part of the procurement cycle—not a standalone event.
Thanks to the BNA Negotiation Matrix, procurement professionals are now better equipped and prepared than ever before to negotiate value-maximising deals. By embedding the Matrix into any procurement methodology—whether you're utilising strategic sourcing, category management, or another approach—your team gains unmatched leverage from the very beginning of the procurement process.
Key benefits of this integration include:
- Unmatched Preparation and Strategy: The BNA Negotiation Matrix empowers procurement teams to engage suppliers with a well-prepared strategy that integrates procurement goals with negotiation tactics, ensuring better outcomes in every discussion.
- Strategic Leverage Building: Leverage isn't just built at the end; it's developed and sustained throughout the entire procurement lifecycle. This positions your team to consistently negotiate better terms and secure long-term value from suppliers.
- Tailored Negotiation Strategies: Unlike standalone negotiation tools, the Matrix adapts seamlessly to your procurement methodology, ensuring that every supplier interaction supports your procurement objectives and maximises value.
- Complete Control and Confidence: Equipped with the BNA Matrix, procurement professionals negotiate from a position of strength. Your team will have the confidence, tools, and strategies to secure deals that not only meet immediate needs but also drive long-term value for your organisation.
With the BNA Negotiation Matrix, procurement professionals are no longer at a disadvantage. They are equipped with the most comprehensive negotiation framework available, ensuring that they are always prepared to secure value-maximising deals that protect your organisation's interests at every stage of the procurement process.
Contact us today to build a custom BNA Negotiation Matrix for your procurement organisation and start empowering your team to negotiate better deals, minimise risks, and capture maximum value in every supplier engagement.
How We Deploy Our Training: A Tailored Approach with BNA’s Engagement Model
Our BNA Procurement Negotiation Training follows a structured yet flexible deployment approach to ensure maximum value. We collaborate with you closely at every step, offering personalised solutions through our BNA Engagement Model.
Step 1: ASSESS
We begin by assessing your procurement team’s current performance, challenges, and opportunities. This assessment helps us identify key areas for improvement and set the foundation for a tailored training solution.
Step 2: CREATE
Using insights from the assessment, we design a fully customised training program based on the BNA Strategic Negotiation Model. This ensures that your team adopts a negotiation process that is aligned with your organisation’s procurement goals, helping you achieve both immediate and long-term objectives.
Step 3: DELIVER
Our expert trainers deliver the program through hands-on, instructor-led workshops, role-playing exercises, and simulation games. These sessions allow your team to practice and perfect their negotiation skills in real-world scenarios, ensuring they are ready to handle complex negotiations with confidence.
Step 4: SUSTAIN
We provide ongoing support through continuous coaching, reinforcement sessions, and access to our Procurement Negotiation Academy, an online platform that offers interactive learning modules and additional resources to keep your team sharp.
Creating World-class Negotiating Organisations
Key Objectives of BNA Procurement Negotiation Training
Our program is designed to meet specific, high-impact objectives:
Reduce Costs and Achieve Tangible Savings: Equip your team with proven strategies to reduce supplier costs without sacrificing value.
Negotiate More Complex Deals in Less Time: Learn how to streamline the negotiation process and manage complex categories with greater efficiency.
Strengthen Stakeholder Relationships: Ensure that internal and external stakeholders trust and support your procurement decisions.
Secure Better Terms from Strategic Suppliers: Achieve stronger service level agreements (SLAs) and better contract terms, even with sole-source suppliers.
Programme Structure: Flexible and Customised
We know that one size does not fit all. Our BNA Procurement Negotiation Training program is highly flexible and can be tailored to meet your specific needs. We offer:
Instructor-led workshops (2-3 days) focused on hands-on negotiation tactics and strategies.
Role-playing and real-world negotiation simulations designed to mimic actual procurement scenarios.
Individual and group coaching sessions to provide personalised feedback and reinforcement.
E-learning and virtual modules for ongoing skill development and knowledge retention.
Follow-up training to ensure that your team continues to refine their negotiation capabilities.
Our Approach to Enhancing Your Procurement Negotiation Capability
We believe that building procurement negotiation excellence requires a long-term approach. Here’s how we enhance your team’s negotiation capability:
1. Comprehensive Skills Development
We develop customised solutions that identify and close skill gaps in your procurement team. From negotiation training and coaching to ongoing support and personal development plans, we ensure your team is well-equipped to handle complex negotiations with confidence and expertise.
2. Tailored Strategies Aligned with Business Objectives
Our training is not generic. We tailor every program to align with your company's procurement strategy, addressing specific challenges such as negotiating with sole-source suppliers or handling competitive bids. This ensures your team develops a strategic approach that directly impacts your business goals.
3. Sustainable Performance Improvements
We believe in sustainable growth. That’s why we go beyond traditional training by offering continuous reinforcement and support through tools like the BNA Procurement Negotiation Academy and ongoing coaching. This ensures that your team’s skills stay sharp and continue to evolve as market conditions change.
Who Is This Training For?
Our Procurement Negotiation Training is specifically designed for a wide range of professionals and teams who play a critical role in procurement and supplier negotiations. This program is perfect for:
Procurement Teams (including Managers and Directors):
Equip your procurement teams with the strategies they need to negotiate better deals, reduce costs, and build value-driven supplier relationships that benefit your organisation in the long term.
Benefits:
- Lead negotiations that result in improved supplier agreements.
- Ensure alignment between procurement strategies and company objectives.
- Reduce costs without compromising quality or service.
Category Managers:
Help category managers navigate complex procurement scenarios and negotiate favourable terms for their categories, ensuring optimal spend management and value creation.
Benefits:
- Achieve significant cost savings in high-spend categories.
- Build strategic relationships with key suppliers.
- Effectively manage risk by securing favourable service levels and contract terms.
Supply Chain Teams (including Managers and Directors):
Train your supply chain teams to negotiate effectively with suppliers, securing reliable supply chains and optimising costs while ensuring high service levels.
Benefits:
- Secure better terms for goods and services, reducing supply chain costs.
- Strengthen supplier partnerships to ensure supply chain resilience.
- Improve operational efficiency through better-negotiated agreements.
Sourcing Teams:
Give your sourcing teams the tools to engage with multiple suppliers, manage competitive bids, and negotiate terms that drive significant savings without compromising on quality.
Benefits:
- Identify and engage with high-value suppliers.
- Negotiate effectively with multiple vendors to secure the best deal.
- Manage competitive sourcing processes with greater confidence.
Contract Managers:
Enhance the skills of contract managers so they can secure better SLAs, mitigate risk, and ensure that every contract delivers maximum value to the organisation.
Benefits:
- Draft and negotiate contracts that align with company goals.
- Secure favourable service level agreements (SLAs) that protect the company’s interests.
- Reduce risks by negotiating clear, enforceable contract terms.
Senior Buyers and Purchasing Teams:
Empower your purchasing teams to negotiate favourable pricing and terms, reducing costs across the board while maintaining supplier performance and quality.
Benefits:
- Negotiate high-value purchases with greater confidence.
- Achieve significant cost savings through strategic negotiation.
- Build and maintain strong supplier relationships for long-term success.
Tendering and Bidding Teams:
Arm your tendering and bidding teams with the negotiation strategies to manage high-value tenders, ensuring competitive advantage and favourable outcomes.
Benefits:
- Win competitive bids with more favourable terms.
- Strengthen negotiation skills to manage high-stakes tenders.
- Secure value-based outcomes that align with long-term business goals.
This program is ideal for anyone involved in securing value from suppliers, managing strategic relationships, or overseeing significant procurement spend.
Transform Your Procurement Negotiation Performance Today
Don’t leave supplier negotiations to chance. If you seek to capture maximum value from all your supplier negotiations, optimise the overall return on your investments and assets, and, most importantly, improve net income and corporate competitiveness, then you should equip your procurement team with best-in-class negotiation and supplier management strategies, techniques, and tools.
Contact us today for a free consultation and start mastering the art of procurement negotiation.
BNA Services
Craft Deals, Build Relationships, Create Value
WHY Business negotiation academy
20 years
10,000+
40 COUNTRIES
my name is
Michael Zieba
Negotiation Strategist
I'm the founder of Business Negotiation Academy, where we transform how organizations approach negotiations. Whether you're looking to improve your personal negotiation skills, enhance your team's capabilities, or build a world-class negotiating organization, we're here to help.
Our comprehensive services include negotiation training, consulting, and coaching, all designed to deliver measurable results. I invite you to explore how we can help you unlock the power of strategic negotiation in your business. Let's start a conversation about elevating your negotiation capabilities and driving your business success.