Purchasing and Supply Chain
Strategic Procurement and Supplier Management
Move your buying function beyond order processing into a source of measurable commercial advantage.
- Next session
- 5 to 9 Oct 2026
- Venue
- Nairobi
- 5 day programme
- FromR18,000
Negotiation Planning and Bargaining Tactics for Procurement
Too many African buyers walk into supplier meetings without a plan and leave value on the table. This course focuses on the preparation, tactics and behavioural skills that separate confident negotiators from price takers. Delegates practise setting walk away positions, trading concessions and defending margins across real sourcing scenarios common in South African and regional markets.
Ready to book? Secure your place on this programme.
Register for this courseWhat you will be able to do
- Prepare a structured negotiation plan with clear objectives and walk away limits.
- Analyse supplier power and buyer leverage before entering a negotiation.
- Apply concession trading tactics that protect total value rather than price alone.
- Recognise and counter common supplier pressure and closing tactics.
- Adapt negotiation style to sole source, competitive and long term relationships.
- Record negotiated outcomes so agreed terms flow into contracts and orders.
Course outline
- 01Foundations of Principled Procurement Negotiation
- 02Preparation, Objectives and the Negotiation Plan
- 03Understanding Power, Leverage and Supplier Motivation
- 04Opening Positions and Anchoring
- 05Concession Trading and Value Building
- 06Handling Pressure, Deadlock and Difficult Behaviour
- 07Negotiating Total Value and Non Price Terms
- 08Closing, Recording and Implementing the Deal
Who should attend
This course suits buyers, procurement officers, category specialists and anyone who negotiates prices, terms or scope with suppliers.
Dates, venues and fees
| Dates | Venue | Days | Fee | Calendar | Register |
|---|---|---|---|---|---|
| 28 to 30 Sep 2026 | Dar es Salaam | 3 | US$1,500 | Closed | |
| 29 Sep to 1 Oct 2026 | Kigali | 3 | US$1,500 | Register | |
| 30 Sep to 2 Oct 2026 | Kampala | 3 | US$1,500 | Register | |
| 5 to 7 Oct 2026 | Accra | 3 | US$1,500 | Register | |
| 6 to 8 Oct 2026 | Lagos | 3 | US$1,500 | Register | |
| 7 to 9 Oct 2026 | Cairo | 3 | US$1,500 | Register | |
| 12 to 14 Oct 2026 | Mauritius | 3 | US$1,500 | Register | |
| 13 to 15 Oct 2026 | Dubai | 3 | US$1,500 | Register | |
| 14 to 16 Oct 2026 | Online | 3 | US$900 | Register | |
| 10 to 12 Nov 2026 | Johannesburg | 3 | R13,000 | Register | |
| 11 to 13 Nov 2026 | Cape Town | 3 | R13,000 | Register | |
| 16 to 18 Nov 2026 | Durban | 3 | R13,000 | Register | |
| 17 to 19 Nov 2026 | Pretoria | 3 | R13,000 | Register | |
| 18 to 20 Nov 2026 | Windhoek | 3 | US$1,500 | Register | |
| 23 to 25 Nov 2026 | Gaborone | 3 | US$1,500 | Register | |
| 24 to 26 Nov 2026 | Maseru | 3 | US$1,500 | Register | |
| 25 to 27 Nov 2026 | Mbabane | 3 | US$1,500 | Register | |
| 30 Nov to 2 Dec 2026 | Lusaka | 3 | US$1,500 | Register | |
| 1 to 3 Dec 2026 | Harare | 3 | US$1,500 | Register | |
| 2 to 4 Dec 2026 | Lilongwe | 3 | US$1,500 | Register | |
| 7 to 9 Dec 2026 | Blantyre | 3 | US$1,500 | Register | |
| 8 to 10 Dec 2026 | Mozambique | 3 | US$1,500 | Register | |
| 9 to 11 Dec 2026 | Nairobi | 3 | US$1,500 | Register |
Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.
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