Contract Management

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Training Dealing with Suppliers and Effective Negotiation


To: Enable buyers to understand the sales approach and techniques and implement strategies to counter. Guide and encourage effective negotiation skills for developing supplier relationships.

  • The sales process
  • Types of supply market
  • How Sales people approach a business
  • Customer conditioning
  • Closing techniques
  • Price determination
  • Strategic Sales  S.P.I.N  techniques
  • ETHICS  - How to deal with the problem, What you need to know 

Please select links below for course summaries:


Colin Fairweather MCIPS

An MCIPS qualified experienced procurement & supply chain professional with Over 30 years of procurement and purchasing experience. Colin has held overall responsibility for setting and implementing low cost country sourcing programmes and strategic sourcing across a broad range of industry sectors including Defence, Avionics, Electronics, Public sector, and Retail. Including direct and indirect categories of spend.

Member of Institute for Learning
Lecturer at Wakefield University (UK) for CIPS essentials of negotiation
Chairman of South of England CIPS branch.

Brian Durning

With over 30 years experience in procurement and supply chain management Brian has proven skills in change and improvement management across a wide range of private/public sector organisations. He is passionate about improving and lifting performance through information systems and people.

As a result of this Brian has shown consistent savings and improvements across all of the industries he has worked. Some of these include Liquor, Electronics, Retail/Wholesale Machinery, Refrigeration, and Medical industries.