Effective Negotiations in Projects and Procurement

General information
Dates and venues: Postponed 27 Feb - 03 Mar. 2023 in Virtual Class, Central European Time (UTC+1)
Duration: 5 days
Further information:

Virtual Training to be conducted via ZOOM

Monday 27th February - Friday 3rd March 2023

13:00pm - 16:30pm, all 5 days, UTC+1 (Copenhagen Time)

Digital Curriculum 

Course registration:


Course registration information

$1575 USD

Registration deadline: 27 Jan. 2023
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
Marco Sosted
Marco Sosted

Marco Soested has been a tutor on UNDP's training courses for several years and has conducted standard and tailor-made courses for UN system organisations, Governments, and IFI's around the world the last 10 years.

Marco Soested joined UNDP in 1995 and has solid experience in identifying, planning and undertaking large scale procurement on behalf of UNDP, UN, GO and NGO clients world-wide. He has provided procurement related support to the UNDP Country offices in Yemen, Jerusalem and Sudan where he was stationed for a longer period of time. His main expertise lies within the area of procurement, contracting and logistics.

Marco is a regular tutor on our courses on "Introductory Certificate in Public Procurement" (Level 2), Advanced Certificate in Public Procurement (Level 3), "Strategic Diploma in Public Procurement" (Level 4), "Supply Chain Management in Humanitarian Organizations” and “Risk Management in Contracting for Construction Services”.

Since 2004, Marco has worked with the implementation of UNDP’s procurement strategy and applied various analytical tools, such as spend analysis, supply and demand analysis and transaction analysis.

Marco has conducted several field missions on behalf of UNDP to e.g. Zambia, UAE, Sri Lanka, Palestinian Territories, Afghanistan, Russian Federation, where he conducted supplier inspections and assisted UNDP Country Offices with training and capacity development, streamlining of procurement processes, and developing procurement capacities.

Marco is a Danish National and his academic qualifications are in Economics.