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CIPS Level 5 Advanced Negotiation (L5M15)

CIPS Level 5 Advanced Negotiation (L5M15) is designed to equip procurement and supply professionals with advanced negotiation skills required to manage supplier relationships effectively. This unit focuses on the strategic and tactical aspects of negotiation, covering key stages of the negotiation process, relationships, ethics, and influencing factors. Learners will gain insights into negotiation preparation, execution, and post-negotiation actions while understanding ethical considerations and behavioural influences.

Unit Objectives

• To develop a strategic approach to negotiation by understanding its key stages and outcomes.
• To enhance learners’ ability to prepare for negotiations, use effective tools, and conclude agreements that add value.
• To examine the role of ethics and relationships in negotiation, fostering long-term collaboration and trust.
• To understand behavioural and influencing factors that impact negotiation effectiveness.

Learning Outcomes

The significant learning outcomes of the unit CIPS Level 5 Advanced Negotiation (L5M15) are demonstrated below:

LO1: Understand the key stages which impact the negotiation process and outcomes

This learning outcome focuses on the different phases of negotiation, from preparation to post-negotiation actions. Learners will analyse pre-negotiation planning, including determining whether to negotiate as a team or individual, setting clear objectives, strategies, and tactics, and gathering intelligence. Additionally, learners will examine negotiation strategies, tools, and techniques, such as framing an agenda, applying pressure through questioning, understanding opponent motivations, and handling deadlocks. The post-negotiation phase covers securing clear agreements, stakeholder buy-in, contract implementation, and performance monitoring. By mastering this outcome, learners will be able to plan, execute, and conclude negotiations effectively to achieve optimal outcomes.

LO2: Understand negotiation relationships and ethics

This learning outcome focuses on the dynamics of relationships and ethical considerations in negotiations. Learners will assess how relationships evolve during negotiations, emphasising honesty, trust-building, and long-term relationship management. The outcome also covers ethical negotiation approaches, including positional vs. principled negotiation, separating people from the problem, creating win-win outcomes, and recognising cultural influences. Learners will also explore issues such as bribery, corruption, and fraud and their impact on the negotiation process. By achieving this outcome, learners will be able to navigate ethical challenges and foster positive, long-term negotiation relationships.

LO3: Understand methods and behavioural factors that can influence others

This learning outcome focuses on the techniques and behavioural factors that impact negotiation effectiveness. Learners will assess methods of influence, including building trust networks, forming alliances, managing conflict, and handling ambiguity. Additionally, they will explore behavioural factors, such as attitudes, motivation, leadership styles, empowerment, and organisational structures, which influence individuals and groups during negotiations. By mastering this outcome, learners will enhance their ability to influence stakeholders, manage resistance, and foster productive negotiation environments.

Assessment Criteria

The assessment criteria for CIPS Level 5 Advanced Negotiation (L5M15) align with the learning outcomes to ensure that learners can demonstrate:

• A comprehensive understanding of negotiation stages, strategies, and post-negotiation processes.
• The ability to apply ethical principles and manage relationships during negotiations.
• Proficiency in influencing individuals and groups through behavioural awareness and leadership techniques.

1.0 Understand the key stages which impact on the negotiation process and outcomes

1.1 Analyse pre-negotiation and the associated preparation that should be made

• Who is to negotiate – team vs. individual – advantages vs. disadvantages.
• The venue, intelligence gathering, clear objectives, strategy and tactics, rehearsal.
• Negotiation agenda – advantages vs. disadvantages.

1.2 Examine negotiation and the associated strategies, tools and techniques

• Specialist tools of negotiation.
• Framing an agenda.
• Questions to elicit information and apply pressure.
• Concessions to secure movement.
• Reciprocated concessions.
• Understanding the personalities of one’s opponents and their motivational drivers.
• Deadlocked negotiations.
• The effects of lengthy negotiations, tiredness and concentration.
• Concluding the negotiation, planning, agreements, benefits and value added.

1.3 Examine post-negotiation actions

• Clear agreements.
• Selling the agreements to stakeholders.
• Implementing agreements, planning, contracts, joint implementation teams, performance reviews and continuous improvement.
• Establish monitoring procedures.
  

2.0 Understand negotiation relationships and ethics

2.1 Assess the changing relationships within the negotiation process

• Honesty and working relationships.
• Build mutual trust.
• Assess the situation.
• Place negotiation in the long-term context.

2.2 Analyse ethics and its influence on the negotiation process

• Positional negotiation.
• Principled negotiation.
• Separate the people from the problem.
• Identify options for mutual gain – win-win.
• Sharing of information and data.
• Cultural factors.
• Bribery, corruption and fraud.
  

3.0 Understand methods and behavioural factors which can influence others

3.1 Assess methods to influence individuals and groups

• Building networks of trust and influence.
• Creating alliances.
• Identifying and dealing with conflict and resistance.
• Managing ambiguity and uncertainty.

3.2 Assess the behavioural factors that might influence individuals

• Attitudes and responses.
• Motivation.
• Groups vs. informal organisations.
• Leadership style and systems management.
• Consultation and participation.
• Empowerment.
• Organisational structure.

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