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Learner Handbook

Policies Handbook

How to use the Course Materials

How-to Lesson

Study Plan

Level 4 Crossover Topics

The Relationship Spectrum

Thomas Kilman Conflict Model

Robbins Conflict Resolution Strategies

French & Raven's Power Model

MIL & BATNA

Zone of Potential Agreement (ZOPA)

Phases of Negotiation

LO1 - Learning Outcomes You Could Be Asked About

LO1 Full Slide Deck

1.1.1 Definitions of commercial negotiation

1.1.2 Negotiation stages of the CIPS Procurement Cycle

Negotiation through the Procurement Cycle

1.1.3 Sources and the management of conflict that can arise in the work of procurement and supply

1.1.4 Managing the negotiation team and the influence of stakeholders in negotiations

1.2.1 Collaborative, win-win, integrative and principled approaches to negotiations

1.2.2 Distributive win-lose, distributive approaches to negotiation

1.3.1 The importance of power in commercial negotiations

1.3.2 Sources of power of the purchaser and the supplier and the impact on negotiations

1.3.3 Organisational power: comparing the relative power of purchasers and suppliers

1.3.4 Methods to improve leverage

1.4.1 The relationship spectrum: the impact of negotiations on the relationship spectrum

The Relationship Spectrum

1.4.2 Building relationships based on reputation and trust

1.4.3 Repairing a relationship

Revision Sheets - LO1

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LO2 - Learning Outcomes You Could Be Asked About

LO2 Full Slide Deck

2.1.1 Types of costs: direct and indirect, variable and fixed

2.1.2 Break-even analysis: cost volume profit formulae

2.1.3 Costing methods: absorption, marginal or variable and activity-based costing

2.1.4 Volumes, margins and mark-ups and their impact on pricing

2.1.5 Types of prices and their influence in commercial negotiations

2.2.1 Sources of information on micro and macroeconomics

2.2.2 The impact of microeconomics and market types on commercial negotiations

2.2.3 Macroeconomics and its influence on commercial negotiations

2.3.1 Setting objectives and defining the variables for a commercial negotiation

2.3.2 Setting targets and creating a best alternative to a negotiated agreement (BATNA)

2.3.3 Identifying the Zone of Potential Agreement

2.3.4 The bargaining mix

2.3.5 Positions and interests

2.4.1 Choice of location

2.4.2 Developing the negotiation team and involving appropriate colleagues in negotiations

2.4.3 Alternative forums for face-to-face negotiations

Revision Sheets - LO2

Breakeven, Costings, Markup & margin

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LO3 - Learning Outcomes You Could Be Asked About

LO3 Full Slide Deck

3.1.1 Defining the stages of a negotiation such as: preparation, opening, testing, proposing, bargaining, agreement and closure

3.1.2 Protecting relationships after the negotiation

3.1.3 How behaviours change during the stages of a negotiation

3.2.1 The use of persuasion methods

3.2.2 The use of tactics to influence the other party

3.3.1 Types of questions

3.3.2 Effective listening

3.3.3 Push and pull behaviours

3.3.4 Non-verbal communication

3.3.5 The influence of culture and local practices on commercial negotiations

3.3.6 The use of emotional intelligence in commercial negotiation

3.4.1 The importance and role of reflection to improve negotiation performance

3.4.2 Assessing opportunities for improvement and development in commercial negotiation performance

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Revision Sheets - LO3

Revision Notes

Exam & Revision Techniques

CIPS 20 Sample Questions

FULL LO1

FULL LO2

FULL LO3

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