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Description

Effective Purchasing Techniques: Prepare, Negotiate and Contract

Build the reflexes that make the difference at every stage of a purchase, in a short format

  • 0.75 days — 5.25 h
  • In-person or virtual
  • All levels
  • Up to 6 participants

Many purchases are decided without any method: two familiar suppliers are consulted, the price is discussed and the quotation is signed. Price revision terms and liability in the event of non-conformity are discovered on the day the problem arises, when the commitment can no longer be revisited.

A short virtual format of less than one day to put the full purchasing chain in place: defining the requirement, preparing the request for quotation, conducting the negotiation meeting and securing the contractual commitment. Each sequence is built on real purchases brought by participants.

Learning objectives

  • Express a purchasing requirement as verifiable specifications
  • Prepare a request for quotation and compare the offers received
  • Conduct a structured negotiation meeting
  • Identify the clauses to secure before committing

What makes this programme different

The short virtual format alternates concise input with breakout group work
Every participant leaves with a completed negotiation preparation template
Contractual watch points are addressed using quotations brought by the group

Programme

1From Requirement to Request for Quotation

Define the scope before asking for a price

  • Translate an internal request into verifiable specifications
  • Choose between a restricted and an open consultation
  • Request a usable price breakdown
  • Compare offers on a consistent basis

2The Negotiation Meeting

Preparation counts for more than confidence

  • Set your objective and your walk-away point
  • Identify the other party's room for manoeuvre
  • Lead the meeting while keeping control of the agenda
  • Close the discussion and confirm in writing what has been obtained

3Securing the Commitment

What must be set down in writing

  • Distinguish between quotation, purchase order and general terms
  • Identify price and lead-time revision clauses
  • Anticipate the consequences of non-conformity
  • Organise traceability of the commitments made

Who is it for

Junior buyers and anyone required to purchase as part of their role without working in procurement full time.

Prerequisites

No prerequisites

Dates & locations

12 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.