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) PMBOK GUIDE- CHAPTER 12

Don't use plagiarized sources. Get Your Custom Essay on
Case Study- Designing a Training Program on Procurement Negotiations
Get an essay WRITTEN FOR YOU, Plagiarism free, and by an EXPERT!
Order Essay
Homework Sharks
Order NOW For A 10% Discount!
Pages (550 words)
Approximate price: -

Our Advantages

Plagiarism Free Papers

All our papers are original and written from scratch. We will email you a plagiarism report alongside your completed paper once done.

Free Revisions

All papers are submitted ahead of time. We do this to allow you time to point out any area you would need revision on, and help you for free.


A title page preceeds all your paper content. Here, you put all your personal information and this we give out for free.


Without a reference/bibliography page, any academic paper is incomplete and doesnt qualify for grading. We also offer this for free.

Originality & Security

At Homework Sharks, we take confidentiality seriously and all your personal information is stored safely and do not share it with third parties for any reasons whatsoever. Our work is original and we send plagiarism reports alongside every paper.

24/7 Customer Support

Our agents are online 24/7. Feel free to contact us through email or talk to our live agents.

Try it now!

Calculate the price of your order

We'll send you the first draft for approval by at
Total price:

How it works?

Follow these simple steps to get your paper done

Place your order

Fill in the order form and provide all details of your assignment.

Proceed with the payment

Choose the payment system that suits you most.

Receive the final file

Once your paper is ready, we will email it to you.

Our Services

We work around the clock to see best customer experience.


Flexible Pricing

Our prces are pocket friendly and you can do partial payments. When that is not enough, we have a free enquiry service.


Admission help & Client-Writer Contact

When you need to elaborate something further to your writer, we provide that button.


Paper Submission

We take deadlines seriously and our papers are submitted ahead of time. We are happy to assist you in case of any adjustments needed.


Customer Feedback

Your feedback, good or bad is of great concern to us and we take it very seriously. We are, therefore, constantly adjusting our policies to ensure best customer/writer experience.