Commercial Negotiation

60 hours

Level 4

CIPS — Chartered Institute of Procurement & Supply

english

Course Overview

Negotiation is the skill that compounds across a procurement career. This module covers both sides of the table — collaborative and distributive approaches — and equips you with preparation tools like BATNA, ZOPA, and the bargaining mix. Includes break-even analysis, costing methods, and tactics for handling difficult conversations.

What you will learn

Choose collaborative or distributive approaches based on relationship and leverage
Calculate break-even, mark-up, margin, and costs to negotiate from data
Define BATNA and ZOPA to frame negotiations strategically
Apply effective questioning, listening, and persuasion techniques to drive outcomes

Course Details

Core module · 6 credits · Objective Response (OR) exam · 1.5-hour duration. Negotiation as a structured discipline, not a personality trait. You'll cover negotiation approaches (collaborative, distributive, principled), the preparation work that decides outcomes before the meeting (BATNA, ZOPA, bargaining mix), and the costing/pricing analysis you'll need to negotiate from a position of knowledge. Includes communication techniques and the influence of culture on commercial negotiation.

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Last updated May 16, 2026

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