In this practical 1-day course (or 4 x 2-hour sessions), you will examine the key stages of the negotiation process and the influence of relationships and ethics on it, and assess the methods and behavioural factors that can influence others. Choose the short course on its own, or add the optional CIPS L5M15 exam to earn 6 credits towards the CIPS Level 5 Advanced Diploma in Procurement and Supply.
Description
Are you walking into supplier negotiations without the leverage or plan you need?
In this practical 1-day course (or 4 x 2-hour sessions), you will examine the key stages of the negotiation process and the influence of relationships and ethics on it, and assess the methods and behavioural factors that can influence others.
In procurement and supply, you create and manage formal agreements that are critical to organisational success. Developing these agreements relies on effective negotiations with stakeholders and suppliers, and on the ability to influence the individuals and groups involved. You will learn how to prepare for and complete negotiations.
Delivered by AcademyGlobal faculty who are experienced procurement practitioners and hold MCIPS or FCIPS qualifications, the course combines practical activities, group discussion and locally relevant examples drawn from the Australian and New Zealand procurement environment.
AcademyGlobal is Australia and New Zealand's first and only CIPS Centre of Excellence, recognising the quality of our CIPS teaching, learner support and study centre delivery.
Choose your learning pathway
Two pathways, depending on your goals.
Option 1: Short course
Build practical skills you can apply immediately in the workplace. Complete the course and receive an AcademyGlobal Certificate of Course Completion recognising your professional development. There is no requirement to become a CIPS member or sit an examination.
Option 2: Short course + CIPS exam
Build your skills and progress towards the CIPS Level 5 Advanced Diploma in Procurement and Supply. Complete the course and register for the official CIPS L5M15 exam. Pass the exam to earn 6 credits towards the CIPS Level 5 Advanced Diploma in Procurement and Supply.
Eligibility: you need the CIPS Level 4 Diploma first.
What the course covers
• Pre-negotiation preparation, including team versus individual, venue, objectives and strategy
• Negotiation strategies, tools and techniques
• Framing an agenda, questioning, concessions and reciprocation
• Handling deadlocked and lengthy negotiations
• Post-negotiation actions and implementing agreements
• Changing relationships and building mutual trust
• Positional and principled negotiation
• Ethics, cultural factors, bribery, corruption and fraud
• Building networks of trust and influence
• Behavioural factors that influence individuals and groups
What you will be able to do
By the end of the day, you will be able to:
• Analyse pre-negotiation and the associated preparation that should be made
• Examine negotiation and the associated strategies, tools and techniques
• Examine post-negotiation actions
• Assess the changing relationships within the negotiation process
• Analyse ethics and its influence on the negotiation process
• Assess methods to influence individuals and groups
• Assess the behavioural factors that might influence individuals
Course format
• Duration: 1 day or 4 x 2-hour sessions
• Delivery: in person or virtual, with practical activities and group discussion
• CIPS module: L5M15 Advanced Negotiation (https://www.cips.org/qualifications/advanced-diploma-in-procurement-supply/advanced-negotiation)
Fees
• Standalone short course: $475 incl. GST per participant
• CIPS pathway: $695 incl. GST (includes one year CIPS student membership)
• The CIPS exam fee is set by CIPS and paid separately (https://www.cips.org/membership/exam-member-fees)
Assessment
Option 1: Short course. This option is for participants who wish to complete the training without undertaking a CIPS exam or other formal assessment. On completion of the course, you will receive an AcademyGlobal Certificate of Course Completion, confirming your participation in and completion of the training. This option does not include assessment, a CIPS examination or credits towards a CIPS qualification.
Option 2: Short course and CIPS exam. After completing the course, you can sit the CIPS L5M15 Objective Response (OR) exam during one of CIPS’ scheduled exam periods throughout the year (see the CIPS exam schedule: https://www.cips.org/students/exam-success/exam-schedules). A pass gives you 6 credits towards the CIPS Level 5 Advanced Diploma in Procurement and Supply. To sit the exam, you must first have achieved the CIPS Level 4 Diploma in Procurement and Supply, which is the CIPS entry requirement for Level 5. This applies only if you choose to sit the exam. You do not need it to attend this course.
The exam is a computer-based Objective Response examination. Rather than writing extended or essay-style answers, you are presented with questions and select the correct response from a range of possible answers. The pass mark for Objective Response examinations is 70%.
Objective Response exams are held during designated CIPS examination periods. CIPS currently schedules exam periods five times each year, in March, May, July, September and November.
All CIPS examinations are computer based, and you can sit the exam through remote invigilation. This means you can undertake the examination from a suitable location such as your home or office, provided you meet CIPS’ technical and examination-environment requirements.
For a remotely invigilated exam, you will need an appropriate desktop or laptop computer, stable internet connection, webcam and suitable private examination environment. The examination itself is completed through CIPS’ computer-based TestReach platform while an approved remote invigilator supervises the examination. CIPS provides candidates with instructions and technical requirements ahead of the exam.
The exam fee is set by CIPS and paid separately (see the CIPS exam fees: https://www.cips.org/membership/exam-member-fees), and AcademyGlobal will take care of your exam registration and support you with the associated administration.
You must hold current CIPS membership to sit the examination. If you are not already a CIPS member, the CIPS exam pathway fee includes one year of CIPS student membership.
Exam format (objective response): you select a response from a list of possible answers. The exam is 1.5 hours long.
