Operations & Supply Chain

Negotiating with Strategic Suppliers

Negotiations with strategic or monopoly suppliers require a different approach from routine price bargaining. This course covers preparing for complex supplier negotiations: understanding supplier economics and power, total cost and value levers, negotiation strategies for long-term relationships, multi-issue deals and managing negotiation teams.

5 days Classroom or live online English

Smart Horizon Certified - Global Leadership Consultants

Take the course details with you.

Download the full standard outline: why attend, methodology, objectives, audience, competencies, the daily outline and current plans.

Download course PDF

Why attend

From knowledge to real-world impact.

Strategic suppliers can make or break your operations. You will learn to negotiate agreements that secure value and partnership.

Workplace challenges

Professional Problems This Course Is Designed to Solve

The programme explores practical approaches to the following challenges. Results depend on how the learning is applied in your organisation.

Difficulty translating subject knowledge into practical workplace decisions.
Inconsistent approaches to the activities covered in the course outline.
Lack of a structured plan for applying and reviewing new skills.

Course methodology

How you will learn.

Supplier analysis exercises, negotiation simulations with debriefs and case studies.

Course objectives

What you'll take away.

By the end of this course, participants will be able to:

Analyse supplier power and dependency
Understand supplier cost structures
Identify value levers beyond price
Plan negotiation strategy and team roles
Negotiate multi-issue agreements
Build long-term supplier relationships

Target audience

Who should attend.

This course is suitable for:

Senior buyers and category managers
Procurement managers
Contract managers
Commercial managers
Supply chain directors

Target competencies

Capabilities you will build.

Participants will develop competencies in:

Supplier analysis
Negotiation planning
Value creation
Team negotiation
Relationship management

Course outline

Your learning journey.

A focused, practical outline with time to explore, apply and reflect.

Day 1Strategic Suppliers

09:00–10:08Supplier positioning
10:08–11:00Power and dependency
11:00–11:30Coffee break
11:30–11:45Power and dependency (continued)
11:45–12:53Supplier perspective
12:53–14:00Exercise

Day 2Preparation

09:00–10:08Cost analysis
10:08–11:00Value levers
11:00–11:30Coffee break
11:30–11:45Value levers (continued)
11:45–12:53Objectives and limits
12:53–14:00Workshop

Day 3Strategy

09:00–10:08Collaborative versus competitive
10:08–11:00Team roles
11:00–11:30Coffee break
11:30–11:45Team roles (continued)
11:45–12:53Agenda
12:53–14:00Simulation 1

Day 4Complex Negotiations

09:00–10:08Multi-issue trade-offs
10:08–11:00Deadlock
11:00–11:30Coffee break
11:30–11:45Deadlock (continued)
11:45–12:53Escalation
12:53–14:00Simulation 2

Day 5Relationships

09:00–10:08Agreements and follow-up
10:08–11:00Partnership governance
11:00–11:30Coffee break
11:30–11:45Partnership governance (continued)
11:45–12:53Renegotiation
12:53–14:00Action plan

The timings provided are estimates and may vary depending on the number of participants and the discussions taking place during the sessions. They are indicative only and do not constitute a binding commitment.

Dates & venues

Find a session that works for you.

Confirmed dates accept registration requests. Tentative dates are enquiry only.

Good to know

A few things to know.

How is the course delivered?

Our classroom programmes combine facilitated discussion, case studies, exercises and reflection. The precise format will be confirmed before enrolment.

Can you deliver this programme for our team?

Yes, you can enquire about a tailored programme. Share your goals, group size and preferred dates with our learning team.

Will I receive a certificate?

Participants who complete the programme receive a Smart Horizon UK certificate of attendance. Smart Horizon UK programmes are not externally accredited and do not award a professional qualification, licence or designation. Where a course title or outline refers to a professional certification (for example, AACE International's Certified Cost Professional), the programme supports learning and preparation only; the credential itself is awarded solely by the relevant professional body under its own application and examination requirements.

What should I confirm before booking travel?

Please confirm the session, exact venue, accessibility arrangements, fees and any visa requirements with the team before arranging travel. Tentative dates are not confirmed sessions.

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