Why Choose this course
Negotiating in the public sector demands a fundamentally different approach than the private sector. It is not just about getting the best price; it is about achieving strategic objectives while navigating a complex web of compliance, including PPPFA scoring and Bid Committee protocols.
We move beyond basic negotiation theory to address the specific challenges of the public sector—from distinguishing between “clarification” and “negotiation” to handling market-related pricing in limited competition environments.
What did other people say?
What does this course cover?
- Understand what negotiations are.
- Understand who should initiate negotiations in Public Sector Procurement and when this is done in the Bid Committee system.
- Understand the consequence if “clarification” during the evaluation process is misunderstood for “negotiations” (public sector case study).
- Understand when negotiations can be held in public procurement (including reference to Competitive Negotiations and Two-stage Bidding.
- Understand personality styles in negotiations and negotiation approaches.
- Understand key negotiations concepts (including BATNA, LDO, MDO, WATNA, ZOPA, etc.)
- Understand the difference between dialogue (e.g. competitive dialogue) and negotiation.
- Understand the importance of planning for the negotiations and the steps to plan for the negotiation process.
- Describe the elements of a good negotiation plan.
- Understand the different variants for the different negotiation methods.
- Understand how to negotiate “market related pricing” where there is limited competition (competitive tension).
- Understand whether prices can be negotiated upwards.
- Understand the implications of legislation when prices are negotiated (e.g. PPPFA scoring, currently).
- Understand whether the institution can negotiate conditions that were not in the original tender documents (these include General Conditions of Contract, Special Conditions of Contract, scope stipulated in the original contract, etc.)
- The legal implications of tender award letters with suspensive conditions.
Is this course for me?
Career roles we recommend this course for
- Supply Chain Management (SCM) Managers
- Bid Evaluation Committees (BEC) and Bid Adjudication Committees (BAC)
- Procurement Practitioners
- Contract Managers
- Legal Advisors & Compliance Officers
- Project Managers
Your course facilitator
Commerce Edge
Commerce Edge has been a leading provider of World Class Procurement and Supply Chain training since 2001. We have trained hundreds of public and private sector organisations and over 10,000 individuals on various aspects of World Class Procurement, Logistics, Operations and Planning in the context of the wider Supply Chain.
