Why Choose this course
The Procurement Negotiations Masterclass is a one-day, face-to-face negotiation training programme hosted by Commerce Edge in exclusive partnership with international negotiation coach Jan Potgieter, built for procurement leaders managing complex, multi-million rand vendor negotiations.
Over the past 17 years, Jan has systematically coached and trained an expansive global roster of sales, purchasing, and executive role players within Fortune 500 networks and major institutions, including BP, Adidas, Pfizer, Vodacom, La Liga, John Deere, the NHS, and Vodafone.
If your day-to-day operations don’t involve navigating severe friction, or if your team prefers to “wing it” when negotiations stall, they will not be comfortable in this room. If you are not managing complex, multi-million rand friction points daily, the multi-issue concession strategy planning frameworks discussed here will not be appropriate to your situation.
The negotiators in this room are not here for theory. They are here to leave with a strategy stress-tested by peers who negotiate at their level, and a return they can measure.
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What does this course cover?
- Your Confidential NMI Report — A pre-workshop 15-minute digital negotiation simulation that benchmarks your ability to protect margin across six core negotiation characteristics (Courage, Logic, Consistency, Teachability, Ambition, People Skills), identifying your exact value-leakage points before you arrive.
- The Imperium 4-Pillar Framework — A structured negotiation governance model covering Vision, Value, Process, and Relationships, designed to shift outcomes from talent-reliant "heroic" negotiating to governed, repeatable logic.
- Onboarding to Elena, an AI negotiation copilot — Hands-on training in using generative AI to automate administrative work and scenario modelling, freeing negotiators to focus on strategy and psychological leverage.
- A Live Deal "Money Map" — Delegates bring a live, high-stakes contract (R5 million or more) and use the Imperium Toolkit and Elena to map concrete tactical moves that can recover 1–5% of margin leakage on that deal.
- C-Suite Red Teaming — A closed-door session in which each delegate's live deal strategy is stress-tested by Jan Potgieter and a small peer group of senior negotiators, to ensure the plan is defensible at board level.
- 30-Day Post-Masterclass Support — 30 days of extended access to Elena to execute the strategy in the field, plus a 14-day virtual "Velocity Call" with Jan Potgieter to troubleshoot live roadblocks.
Is this course for me?
Career roles we recommend this course for
- Chief Procurement Officer / Head of Procurement
- Senior Category Manager
- Strategic Sourcing Manager
- Supply Chain Director
- Procurement Executive or Director
Your course facilitator
