Case Study- Designing a Training Program on Procurement Negotiations

Select a company that you are familiar with either through direct interactions or via research. Assume that you are an executive manager in this company and have been asked to develop a training program for managers on “procurement negotiations.” After collecting some information regarding the organization in relevant areas (e.g., type of business, products and services, suppliers, structure, processes, supplier management, technology, etc.), identify the key knowledge areas, methods, tools, and techniques that you consider to integrate into the training program. To enhance the quality of the training and facilitate the formation of a more holistic perspective, you should help the managers gain an understanding of how sellers/suppliers perceive negotiations with a procurement team of a firm. This is because imagining how one’s counterpart views a negotiation leads to more valuable outcomes for both parties. Initiate your paper by providing some background information about the selected company with an emphasis on those elements that shape its current procurement management system. Next, present, describe, and justify each key component of your proposed training. You can initially offer a figure/table that would capture the overall structure and building blocks of the training program (i.e., an outline/agenda). To justify the value of each proposed knowledge area, you should explain how it could enhance the managers’ knowledge and skills related to procurement negotiations.
Two recommended sources that might help you with developing your training program include:
1. Kinnaird, T., & Movius, H. (2020). How to Negotiate with a Procurement Team. Harvard Business Review Digital Articles, 2–6.
2. Paranikas, P., Whiteford, G. P., Tevelson, B., & Belz, D. (2015). How to Negotiate with Powerful Suppliers. Harvard Business Review, 93(7/8), 90–96. Your proposed training program should partially be informed by relevant concepts from “Negotiation in PM Procurement Process,” “Communication, Power, and Influence,” and “Multiparty Negotiation.”

This paper should not exceed 6 pages; APA writing conventions should be followed with a minimum of four (4)
professional sources referenced outside of the required course resources. (Below)


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