Effective Negotiations in Projects and Procurement

General information
Dates and venues: Postponed 25 Jan - 28 Jan. 2022 in Virtual Classroom, UTC+1 (Copenhagen Time)
Duration: 4 days
Further information:

"Virtual Training” Conducted via Zoom 9 am – 4:30 pm   

Coordinated Universal Timezone - (UTC+1 Copenhagen Time)

Digital Course Material

Course registration:


Course registration information

$1575 USD

Registration deadline: 25 Dec. 2021
Visa and travelling information
The course venue is:
Designed for

This course is for staff members working in the procurement environment, who are new to negotiations and would like to be well-prepared before embarking into this field. Staff, who are already conducing negotiations but have never had any formal negotiation training, will also find this course educating. The course content and tools provided can be applied to negotiations with both internal and external partners. Requisitioners, technical experts, programme and project staff will also find this course valuable.


By the end of the programme, participants will be able to:
• To identify the negotiation objectives
• To develop and prepare a negotiation plan and strategy
• To understand the different components of the negotiation process
• To establish a positive and constructive atmosphere at the negotiation table
• To understand the essential skills necessary to be a successful negotiator
• To identify your own strengths and weaknesses at the negotiation table
• To understand and appreciate the impact different cultural backgrounds can have on verbal and non-verbal communication
• To enhance your negotiation skills through role-plays and  by applying best practices


Topics to be covered

Defining negotiation and negotiation skills
Characteristics of the negotiation cycle in projects and procurement
Negotiation and supply positioning
Preparing the negotiation process
Assessing and understanding your own negotiation skills
Choosing your negotiation team
Developing a negotiation strategy
The different stages of negotiation
Win/Loose vs. Win/Win negotiations
Distributive versus integrative negotiations
Typical tactics and ploys
Bargaining and persuasion techniques
Trading and compromising
Closing of negotiations and readying the agreement for implementation
Intercultural factors
Dealing with conflict
Monitoring implementation
Role plays and behaviour rehearsal
Linking theory and practise



The course is designed to be interactive. Participants will be working on challenging practical exercises and case studies as well as participating in role plays.


"This course provides skills that can help the trainees improve their negotiation abilities"

"This training is not only for procurement personnel, can be recommended to anybody having been involved in negotiations"

"Now, I will pay more attention to body language, the kind of questions and most of all the Batna!"

"This training is good. Many of the ideas acquired from this training can be adapted to our daily routine"

"The interactivity involved made it a very profitable and excellent training"

"Experienced instructor with wonderful tactics"

Tutor profile
Peter Adler
Peter Adler

Peter Adler has been a regular tutor on UNDP/IAPSO courses for the past many years. Today his main focus is on procurement negotiations where he tutors "Effective Negotiations in Projects and Procurement”.

As a tutor, Peter Adler draws upon his long experience within procurement in the UN system. His career within the UN began in 1979 when he joined the International Atomic Energy Agency (IAEA) in Vienna as Chief of its Field Procurement Section. From there, he was appointed in 1986 by UNDP/IAPSO in Geneva as its Senior Technical Advisor. In 1990, he became IAPSO’s Deputy Director and Director of the Division of Procurement Services in Copenhagen, Denmark. In spring 1998, Mr. Adler took over the function of UNDP’s Senior Procurement Advisor to the Assistant Administrator of UNDP in New York, which he left in May 1999 to temporarily assist the UNDP project for electrification of Northern Iraq, as its Chief of Procurement. Mr. Adler retired from UNDP effective 1 Jan 2000 and has since worked as an independent consultant.

Mr. Adler is a graduated physicist and holds a Ph.D. in Physics and Chemistry. In addition, he has graduated in Economics and Business Management.