Negotiation is part of the tendering process

There will be occasions, however, when competitive tendering is not used or when only one supplier is available.

In these circumstances it is usual to negotiate with the supplier concerned, in order to reach a mutually acceptable agreement which provides value for money.

Introduction to Negotiation is specially designed to explain the role of negotiation in managing contractual relationships and to identify the tactics for effective negotiation.

It is important that negotiation does not get confused with ‘tender/bid clarification’.

Tender clarification is, as the name suggests, contact between the purchaser and the tenderer purely for the purpose of clarifying aspects of the tender which are perhaps ambiguous or anomalous.

Negotiation, on the other hand, is a tool to develop aspects of the tender in order to improve or enhance Value for Money (VfM).

The event will look at:

• how negotiation can be used as part of the competitive tendering process
• bid conditioning
• avoiding distortion of the competition
• the benefits of negotiation
• risk management and transfer
• supply chain issues
• potential areas for negotiation
• incorporating changes into the written contract
• working with internal clients to monitor supplier performance

Who should attend?

This seminar is designed to provide delegates with a clear understanding of the intricacies of contract negotiation and is suited to procurement officers, stakeholders, contract and project managers and financial and legal personnel who need to develop a clear understanding of what can be discussed during the process.