Why Choose this course
Negotiation in the public sector demands a completely different approach than in the private sector. It requires a unique balance of achieving strategic objectives while adhering to strict regulatory requirements. This course is designed to equip you with the specific skills to navigate these complexities, ensuring your agreements are compliant, fair, and deliver maximum public value.
This intensive 1-day workshop moves beyond theory. You will master key negotiation concepts (like BATNA and ZOPA), learn to plan your strategy, and differentiate between good and negative tactics. We will tackle critical public sector challenges, such as negotiating “market-related pricing” with limited competition and understanding the legal lines between “clarification” and “negotiation.”
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
- Procurement Managers
- SCM Managers
- Procurement Practitioners
- SCM Practitioners
- Bid Committee Members
- Contract Managers
- Project Managers
- Legal Advisers (in the public sector)
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