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PS-011

Tendering, Procurement & Negotiation Skills

Intensive 5-day course · English, Arabic & European languages

Contracts, purchasing and project staff examine how to identify suppliers, assess bids and negotiate agreements over five days. Delegates connect procurement strategy with the tender process and consider relationships that support value, quality and cost control. Communication, negotiating pressure and action planning are included, along with business continuity and the financial contribution of procurement.

Classroom

Public courses in our cities

  • 2–6 Nov 2026Amsterdam£3,400 + VAT
  • 16–20 Nov 2026Manama£3,080 + VAT
  • 7–11 Dec 2026Dubai£4,200 + VAT
  • 21–25 Dec 2026London£3,360 + VAT
  • 4–8 Jan 2027Madrid£3,400 + VAT
  • 18–22 Jan 2027Kuala Lumpur£1,800 + VAT
Show 22 more dates
  • 1–5 Feb 2027Berlin£3,400 + VAT
  • 15–19 Feb 2027Rome£3,400 + VAT
  • 1–5 Mar 2027Milan£3,400 + VAT
  • 15–19 Mar 2027Munich£3,400 + VAT
  • 5–9 Apr 2027Amsterdam£3,400 + VAT
  • 19–23 Apr 2027Malaga£3,080 + VAT
  • 3–7 May 2027Sarajevo£3,400 + VAT
  • 17–21 May 2027London£3,360 + VAT
  • 7–11 Jun 2027Dubai£4,200 + VAT
  • 21–25 Jun 2027Kuala Lumpur£1,800 + VAT
  • 5–9 Jul 2027Riyadh£4,200 + VAT
  • 19–23 Jul 2027Rome£3,400 + VAT
  • 2–6 Aug 2027Doha£4,200 + VAT
  • 16–20 Aug 2027Munich£3,400 + VAT
  • 6–10 Sep 2027Amsterdam£3,400 + VAT
  • 20–24 Sep 2027Geneva£4,200 + VAT
  • 4–8 Oct 2027Abu Dhabi£4,200 + VAT
  • 18–22 Oct 2027London£3,360 + VAT
  • 1–5 Nov 2027Cairo£2,280 + VAT
  • 15–19 Nov 2027Kuala Lumpur£1,800 + VAT
  • 6–10 Dec 2027Jeddah£4,200 + VAT
  • 20–24 Dec 2027Rome£3,400 + VAT

Group discount: 2 delegates 20% · 3 delegates 35% · 5 or more delegates 50%

Can't make these dates? We can run this course for your team on dates that suit you. Ask for custom dates · In-house options

Online (live)

With a trainer, on dates to suit your team

This course can be taught live online by a trainer, in English, Arabic or any European language, for one person or a whole team.

£1,850 + VAT

Group discount: 2 delegates 20% · 3 delegates 35% · 5 or more delegates 50%

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Tendering, Procurement & Negotiation Skills

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Course overview

Tendering needs preparation. Supplier selection and contract structure affect an organisation's value for money, quality and operating costs. Suppliers also seek returns from the relationship. Sessions examine productive relationships that support short-term gains and longer-term work, with procurement decisions grounded in planning and preparation.

Sessions begin with organisational strategy, external influences and business models following the recent pandemic. Delegates then follow the procurement cycle into contracting choices, competitive bidding, evaluation criteria and negotiations with shortlisted suppliers. Advanced work on supplier relationships considers the organisation's mission, its behaviour as a customer and the distinction between Supplier Relationship Management (SRM) and collaboration.

Negotiation sessions focus on communication, influence and the other party's power, including pressure points and countermeasures. Implementation closes the programme: attracting and retaining procurement management talent, business continuity and contingency planning, Activity-Based Costing and procurement's effects on finances. Delegates develop a realistic personal action plan for improvement.

Course objectives

By the end of the course, delegates will be able to:

  1. Select an appropriate procurement strategy
  2. Develop competitive bidding processes
  3. Evaluate tenders
  4. Negotiate with suppliers
  5. Run and administer tender processes

Who should attend

This course suits:

  • Contracts, purchasing and project personnel
  • Procurement staff responsible for negotiations
  • Managers who plan, evaluate, prepare or manage tenders and specifications for acquiring materials, equipment and services

Daily agenda

  1. Day 1

    Linking procurement to organisational strategy

    • Effects of the external environment
    • Adapting business models following the recent pandemic
    • Critical supply strategies
    • Changing supplier relationships
    • Stages of the procurement cycle
  2. Day 2

    Preparing and managing tenders

    • Elements of an effective procurement process
    • Choosing a contracting strategy
    • Stages in tendering
    • Creating criteria for tender evaluation
    • Negotiating with shortlisted suppliers
    • Factors in procurement decisions alongside price
  3. Day 3

    Developing procurement relationships

    • Transforming relationships with suppliers
    • Defining the organisation's mission in supplier relationships
    • Understanding responsibilities as a customer
    • Distinguishing SRM from collaboration
    • Supply base optimisation and other ways of working
  4. Day 4

    Conducting negotiations

    • Techniques for communication
    • Avoiding confrontation during negotiation
    • New approaches to influence
    • Understanding the other negotiator's power
    • Pressure points in negotiation and countermeasures
  5. Day 5

    Implementing procurement improvements

    • Attracting and retaining procurement management talent
    • Developing a realistic personal improvement plan
    • Procurement business continuity and contingency planning
    • Understanding Activity-Based Costing
    • Procurement's contribution to financial improvements
    • Assembling an action plan

Certificate

Every delegate who completes the course receives an ARUK Training Certificate of Attendance.

Frequently asked questions

How do I register?

Choose a date and city in the schedule and press Register, or send us an enquiry. Our team confirms your place and sends an invoice.

Are fees shown with VAT?

Fees are shown per delegate and exclude VAT, which is added to the invoice where applicable.

Can this course be delivered for our team only?

Yes. Any ARUK course can be delivered in-house at your premises, in a meeting room we book for you, or 1-to-1.

Is this course available online?

Yes. We run it live online with a trainer, on dates that suit your team, for £1,850 + VAT per delegate.

Is there a group discount?

Yes. 20% for 2 delegates, 35% for 3 delegates and 50% for 5 or more delegates on the same course.

Can the course be delivered in Arabic or another language?

Yes. Our courses can be delivered in English, Arabic or any European language, by a trainer who teaches in that language. Mention your preferred language when you register or enquire.

What certificate will I receive?

An ARUK Training Certificate of Attendance.

Related courses

Register

Tendering, Procurement & Negotiation Skills

Key booking terms (read before you register)
  • The full fee is paid in advance, before the course starts.
  • Cancel in writing 30 or more days before the start date (45 for in-house) for a refund. Later than that, the full fee is payable.
  • No refund for non-attendance or partial attendance.
  • Places are for the named delegate only; another person cannot attend instead.
  • Moving to another date or city is only possible if ARUK agrees in writing.
  • Travel, accommodation and visas are your responsibility. A refused visa does not change the cancellation terms.

booking terms and conditions

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Tendering, Procurement & Negotiation Skills