X. When and How to Negotiate Contracts?
+353 (0)1 402 0114
Image Alt

X. When and How to Negotiate Contracts?

  /  Two Day Course  /  X. When and How to Negotiate Contracts?

X. When and How to Negotiate Contracts?


About this course

  • Available on request – In-House or Open based on demand

Do you want to maximise the benefits for your organisation? Being prepared and confident in using the best option and in your negotiation strategy and plan will ensure you deliver the best value for money outcome for you.  This course is designed for procurement professionals faced with awarding contracts in the following scenarios:

  • Using the competitive procedure with negotiation, or
  • Where tenders received were deemed irregular or unacceptable and where the negotiated procedure can be applied (Art. 26)
  • Invoking a derogation from competition under Art. 32, where the contracts can be awarded using the negotiated procedure without prior publication

Target Audience

This course is designed for participants experienced in the field of public procurement who are responsible for negotiating or working with teams in achieving optimum results from the negotiation process, while also being compliant with the EU directives.

Learning Outcomes

On completion of this training, the participant will fully appreciate all of the circumstances when the negotiated procedure can legally be applied, how to plan for and undertake a successful negotiation.  A key feature of this programme will be a fully interactive workshop on a negotiation role-play.

Course Content


Agreeing objectives for the programme

What is a negotiated procedure?

The Article 26 circumstances for which negotiation can be applied:

Unacceptable or Irregular tenders

The Article 32 circumstances when the “negotiated procedure without prior publication” can be legally applied

Communication with tenderers in the various scenarios

Understanding the Players

People and Organisations



Phases of a Negotiation

Planning a negotiation – the essential ingredients

Developing the strategy

Defining team roles

SWOT analysis

The negotiation meeting – key milestones

The importance of interests in win/win negotiations


What background knowledge is necessary?

Those experienced in the EU procurement rules with a basic understanding of the more complex procedures.

What is the refund policy?

All cancellations must be received in writing or the full course fee is
payable. Where delegates cancel more than 5 days prior to the course 50% of the course fee is payable. Cancellations received within 5 days
will be liable for the full fee.

Substitutions may be made at any time prior to the event.

Do I need to take the courses in a specific order?

Ideally the Advanced Procurement & or the Understanding Public Procurement course.