Course Duration
This is a 3 day course.
Course Description
The challenge facing local government procurement negotiators is how to generate value, not just in terms of cost but also in social impact. On completing this three-day course, learners will have progressed through defining a negotiating strategy across bipartisan and multiparty negotiations, executing negotiations and evaluating the financial, quality and social impact value-added outcomes achieved. By the third day they will be adept at formulating a negotiation playbook, and then allocating, executing and evaluating team roles in dynamic simulated negotiations. This will equip them with the tools and confidence to strategise, form negotiating teams, execute and evaluate a successful commercial negotiating strategy in a local government context.
Learning Outcomes
On completion learners will be able to:
- Understand negotiation’s role in delivering local government outcomes.
- Analyse stakeholders, interests, constraints and power dynamics.
- Identify and prioritise negotiables across multiple value domains.
- Create value through collaborative, interest-based problem solving.
- Recognise and respond to behavioural and emotional dynamics.
- Develop structured negotiation strategies, playbooks and alternatives.
- Apply negotiation frameworks across diverse local government scenarios.
Target Audience
Commercial and other functional partners responsible for negotiating grant and contract award negotiations.