Procurement Negotiation Training

Reduce Costs, Manage Risk & Strengthen Supplier Relationships

Led by former Harvard faculty, our procurement negotiation training workshops are designed to empower sourcing and purchasing professionals to effectively manage both external vendors and internal stakeholders. Our highly interactive workshops will give you proven strategies and techniques to reduce costs, manage risk, and build long-term vendor partnerships — all while protecting critical margins and timelines.

Customized for Your Team

Every sourcing environment is unique — from regulated industries and global suppliers to small vendor ecosystems. That’s why our training workshops are fully tailored to your team’s specific challenges, procurement categories, and vendor types. Our fromer Harvard faculty blend proven negotiation tactics with deep procurement expertise. Our workshops are highly interactive and practical, giving your team tools they can apply to their real-world negotiations immediately.

Key Outcomes:

Reduce Supplier Costs While Strengthening Relationships.
Build and Implement a Proactive Procurement Negotiation Strategy.
Use RFQs and RFPs Strategically, Not Just Procedurally.
Shift From Reactive to Confident, Prepared Negotiation.
Understand and Respond to Supplier Negotiation Tactics.
Handle Challenging Vendor Behaviors Without Damaging Partnerships.
Protect Your Organization From Risk Through Well-Negotiated Terms.

Fundamentals of Procurement Negotiation

Our foundation-level seminar gives your team the tools and frameworks to approach supplier negotiations with confidence and clarity. Participants learn to prepare effectively, manage supplier dynamics, and create better agreements.

Modules include:

Developing a Proactive Procurement Negotiation Strategy
The 7 Elements of Successful Procurement Negotiation
Understanding Interests & Creating Value Through Options
Using Standards to Strengthen Your Position
Persuasive Communication & Active Listening
Managing Emotions & Personality Dynamics
Building Yes-Able Proposals That Advance the Deal
Handling Difficult Negotiators While Preserving Relationships

Advanced Procurement Negotiations

For experienced sourcing professionals and contract managers, our advanced course explores the nuances of complex procurement negotiations, including multi-party deals, single-source vendors, incumbent supplier dynamics, and cross-cultural negotiation.

Modules include:

The RFP as Strategy: Setting Parameters Before You Begin
Applying the 7 Elements in RFP/RFQ Contexts
Using Competing Quotes to Establish Standards
Comparing Incumbents vs. New Suppliers
Negotiating with Multiple Vendors
Global and Multidimensional Negotiations
Negotiating as a Team (or with Teams)
Navigating Cross-Cultural Tensions
Maintaining Relationships While Driving Results

Who This Is For

Procurement & Strategic Sourcing Teams.
Category Managers & Buyers.
Vendor Management & Supplier Relations Professionals.
Contract Managers & Analysts.
Operations & Supply Chain Leaders.
Global or Cross-Functional Procurement Teams.

What Makes S.A.B. Different

We go beyond negotiation theory. Our programs are built for procurement realities — navigating power asymmetries, supplier gamesmanship, rigid timelines, and cross-functional pressure. Everything we teach is grounded in real-world sourcing environments and customized to your industry and priorities.