This is the eBook version of the study guide to support your studies for the core module Commercial Negotiation (L4M5) which forms part of the CIPS Level 4 Diploma in Procurement and Supply qualification.
The creation of formalised agreements is a critical part of the success of any organisation. Those involved in procurement and supply activity will therefore be able to effectively negotiate with stakeholders and/or suppliers and to understand the methods associated with preparing for and carrying out commercial negotiations. This module is designed for those who are faced with negotiations. It enables the learner to analyse approaches to the negotiation of agreements made with external parties, how to prepare for them and what techniques are available to ensure successful outcomes.