The British Academy for Training and Development offers this training program in Effective Negotiation in Procurement and the Preparation of Purchasing and Supply Contracts, which aims to qualify professionals working in procurement and contracts departments to master commercial negotiation skills and the preparation of legal and operational contract frameworks. The program focuses on securing the best terms and advantages in purchasing and supply processes. It addresses the challenges organizations face when dealing with suppliers and equips participants with the ability to manage negotiations with a high level of professionalism while avoiding contractual risks, thereby supporting organizational objectives and enhancing operational efficiency.

This program keeps pace with the rapid changes in global supply markets, where procurement has become a strategic function no less important than production or marketing. It also develops participants’ awareness of the legal and procedural aspects of contracts, providing them with the necessary tools to understand contract clauses and their financial and administrative implications. Mastery of negotiation and contract preparation skills is no longer optional, but a necessity to ensure business continuity, reduce losses, and achieve added value from every transaction.

Who Should Attend?

• Employees of procurement and contracts departments in both the public and private sectors.

• Professionals responsible for supply management and supply chain operations.

• Legal professionals and consultants involved in drafting commercial contracts.

• Staff working in financial and administrative departments related to procurement.

Knowledge and Benefits:

After completing the program, participants will be able to master the following:

• Develop professional negotiation skills in various purchasing and supply environments.

• Acquire the ability to analyze offers and evaluate suppliers effectively.

• Prepare comprehensive purchasing and supply contracts that protect organizational interests and rights.

• Understand the legal foundations governing the drafting of commercial contracts.

• Handle contractual disputes and avoid common mistakes in procurement processes.

• Procurement and Supply Concepts in the Modern Business Environment

  • The difference between purchasing and supply and their role in supply chains.

  • Strategic objectives of procurement management.

  • Stages of the purchasing cycle from planning to delivery.

• Fundamentals of Effective Commercial Negotiation

  • Elements of successful negotiation in procurement contexts.

  • Personal and cognitive traits of a professional negotiator.

  • Smart identification of negotiation objectives and positions.

• Preparation for Negotiation in Purchasing Deals

  • Collecting and analyzing market and supplier information.

  • Developing multiple scenarios prior to negotiation.

  • Preparing a clear negotiation agenda and plan.

• Negotiation Tactics and Techniques

  • Pressure and persuasion strategies.

  • Managing difficult suppliers.

  • Time management techniques during negotiations.

• Bid Analysis and Supplier Selection

  • Technical and financial evaluation criteria.

  • Objective comparison and analysis tools.

  • Decision-making mechanisms for selecting the most suitable supplier.

• Legal Controls in Negotiation and Contracting

  • Legal principles governing commercial contracts.

  • Essential and core conditions in purchasing contracts.

  • Legal protection of organizational interests.

• Professional Drafting of Purchasing and Supply Contracts

  • Contract structure and key clauses.

  • Contractual language and clear drafting techniques.

  • Inclusion of warranty clauses, penalties, and financial rights.

• Contract Management After Signing

  • Monitoring contract implementation and compliance.

  • Contract amendments in cases of change.

  • Handling supplier delays or breaches.

• Contractual Risks and How to Avoid Them

  • Key legal and commercial risks in contracts.

  • Preventive protection measures during negotiation and drafting.

  • Analyzing procurement failures and learning from them.

• Communication Skills and Relationship Building with Suppliers

  • Building mutual trust and effective communication.

  • Managing contractual relationships over the long term.

  • Maintaining transparency and professionalism in dealings.