ThePreparedNegotiator (TPN) negotiations curriculum covers everything a procurement professional should know, while eliminating extraneous content that won’t help drive better deals or smarter sourcing and category strategies. The content is centered on two six-hour courses: TPN Negotiations 101 and TPN Negotiations 201. The key topics in each course include:

TPN Negotiations 101 - Principles and Preparation

• Fundamental Negotiating Concepts

• Negotiations Preparation

  • Team Roles and Responsibilities

  • Party Analysis

  • Issues and Positions Analysis

  • Power and Leverage Analysis

• Strategy Development Basics

• Principles for Success and Pro-Tips for Procurement Professionals

• Negotiations Preparation and Concept Mastery Exercises

TPN Negotiations 201 - Strategy and Tactics

• Strategy Development

• Bargaining Approaches

• Cooperative Negotiations

• The Five Critical Negotiations Budgets

• Common Negotiations Tactics and Counters

• Dealing with Monopolistic Suppliers

• Pro-Tips for Procurement Professionals

• Negotiations Strategy Development Exercises

TPN can also provide deeper dive Negotiations 301 training on the following topics as either an extension of the TPN Negotiations 101/201 curriculum or on a stand-alone basis:

TPN Negotiations 301 - Elective Topics

• International and Cross-Cultural Negotiations

• Best Practices in Leveraging AI and Automated Negotiations

• Negotiations Approaches when Dealing with Jerks