CIPS L4 Diploma

L4M5 Commercial Negotiation

On-demand tuition provides access to a full suite of our excellent teaching materials, and importantly a pre-recorded tutor explanation of all theory split into convenient small sections. You can access these resources whenever you desire, from everywhere, with tutor support being provided as required.

On completion of this module learners will be able to identify approaches to successfully achieving negotiated commercial agreements with external organisations.

Course curriculum

  • 1

    Course Preview and Explanation

  • 2

    LO|1 – Understand key approaches in the negotiation of commercial agreements with external organisations

    • LO|1 Session Notes

    • LO|1.1 Analyse the application of commercial negotiations in the work of procurement and supply

    • LO|1.2 Differentiate between the types of approaches that can be pursued in commercial negotiations

    • LO|1.3 Explain how the balance of power in commercial negotiation can affect outcomes

    • LO|1.4 Identify the different types of relationships that affect commercial negotiations

    • LO|1 Practice Questions
  • 3

    LO|2 Know how to prepare for negotiations with external organisations

    • Session Notes

    • LO|2.1 Describe the types of costs and prices in commercial negotiations

    • LO|2.2 Contrast the economic factors that impact on commercial negotiations

    • LO|2.3 Analyse criteria that can be used in a commercial negotiation

    • LO|2.4 Identify the resources required for a negotiation

    • LO|2 Practice Questions
  • 4

    Chapter 3 – Understand how commercial negotiations should be undertaken

    • Session Notes

    • LO3.1 – Identify the stages of a commercial negotiation

    • LO3.2 – Appraise the key methods that can influence the achievement of desired outcomes

    • LO3.3 – Compare key communication skills that can help achieve desired outcomes

    • LO3.4 – Analyse how to assess the process and outcomes of negotiations to inform future practice

    • Practice Questions
  • 5

    CIPS Practice Questions

    • CIPS Practice Questions