CIPS Level 5 - Advanced Negotiation [L5M15]

About this course

On completion of this module, you will be able to examine the key stages of the negotiation process, understand the influence of relationships and ethics, and assess the methods and behavioural factors that enable you to influence others effectively. You will develop the ability to prepare thoroughly, negotiate confidently, and secure agreements that support both organisational goals and strong supplier relationships.Negotiation is a fundamental skill for anyone working in procurement and supply. This module helps you explore the full negotiation process—from pre-negotiation preparation to agreement conclusion and post-negotiation management. You will learn how to set clear objectives, gather intelligence, choose negotiation strategies, structure agendas, and deploy techniques such as questioning, framing, concessions, and reciprocal movement. The module also examines the role of personality, motivation, fatigue, and behavioural dynamics in shaping negotiation outcomes. You will explore ethical considerations, including honesty, fairness, transparency, and cultural awareness, and understand how these factors influence trust and long-term stakeholder relationships. Post-negotiation activities, such as implementing agreements, securing stakeholder buy-in, and establishing performance monitoring, further strengthen your ability to convert negotiation outcomes into practical results. Through these concepts, you gain the insight and confidence to handle both complex and straightforward negotiation scenarios professionally and strategically.Did you know: Skilled negotiators spend nearly 80% of their effort in preparation rather than at the negotiation table. Research shows that preparation—understanding interests, alternatives, data, risks, and behavioural cues—is the strongest predictor of win-win outcomes. Advances in negotiation analytics allow organisations to model multiple scenarios, calculate optimal concessions, and predic

Course objectives

• to develop effective negotiation strategies
• to understand the role of relationships and ethics in negotiations
• to prepare thoroughly for negotiation scenarios
• to apply post-negotiation management techniques