CIPSTamkeenStarts Aug 2, 2026

Advanced Negotiation

Module

Duration: 25hrs
Level: 05
Language: english
Reference: L5M15

Course Overview

Senior procurement work happens at the negotiation table. This elective covers the structured stages of complex negotiation, the relationship and ethics dimensions of long-term supplier dealings, and the behavioural techniques used to influence outcomes when the stakes are high and the parties matter.

What you'll learn

Plan and execute a structured advanced negotiation using BATNA, ZOPA, and the bargaining mix
Manage the ethical dimensions of long-running supplier relationships
Apply persuasion, influence, and culture-aware tactics in high-stakes commercial dialogue
Use emotional intelligence to read the room and adjust negotiation style mid-conversation

Syllabus & course details

Elective module · 6 credits · Objective Response (OR) exam · 1.5-hour duration. The advanced negotiation elective for senior procurement professionals. Building on the L4 negotiation foundation, you'll cover the key stages that decide negotiation outcomes, the relationship and ethics dimensions of long-running supplier negotiations, and the behavioural and influencing techniques (persuasion, push/pull, emotional intelligence, culture-aware tactics) used in high-stakes commercial dialogue.