Selection, Negotiation and Contract Award

Develop your capabilities in supplier selection, commercial negotiation and contract award.

What is this course about?

The final stages of a procurement – selecting the right supplier, negotiating the best terms and formalising the award – are where much of the commercial value is won or lost. Procurement professionals who approach these stages with structured techniques, clear objectives and strong negotiating skills consistently achieve better outcomes than those who rely on instinct alone.

This course covers evaluation methodologies for supplier selection, negotiation strategies and tactics, the practicalities of conducting effective negotiations, finalising contract terms and managing the award and mobilisation process. You will leave with a comprehensive toolkit for navigating the selection through to award journey with greater confidence, rigour and commercial effectiveness.

This course is part of our full range of procurement training courses – explore the complete programme to find the right development for you and your team.

Who is this course for?

This course is designed for procurement professionals involved in the evaluation, negotiation and award stages of the procurement process. It is also suitable for:

Category managers and buyers who conduct supplier evaluations and commercial negotiations
Contract managers who want to understand the selection and award stages that precede their role
Finance professionals who participate in commercial negotiations or approve contract awards
Anyone who wants to negotiate procurement contracts more effectively and secure better commercial outcomes

What you'll gain from this course

By the end of this session, delegates will be able to:

Apply rigorous evaluation methodologies to select suppliers objectively and defensibly
Prepare effectively for commercial negotiations using structured planning techniques
Use a range of negotiation strategies and tactics to achieve better commercial outcomes
Conduct negotiations confidently, managing dynamics and reaching agreements that deliver value
Finalise contract terms effectively and protect organisational interests through the award process
Manage the transition from award to contract mobilisation to set supplier relationships up for success

This course sits within our broader procurement training courses – browse the full range to build a complete development pathway for your organisation.
Remember, all sessions include:

4 weeks of follow-up email refreshers to further embed the learning
CPD points as an independently accredited Provider of Training Excellence

Course Reviews

Outstanding course. The instructor's real-world examples and practical approach gave us confidence to identify and manage risks we had previously overlooked.

Tom, Contract Manager, Leeds

This course transformed how we demonstrate our value. We now have clear metrics and compelling data to show procurement's contribution to the organisation.

Sarah, Head of Procurement, Manchester

Why Choose Us?

Experienced procurement practitioners

All our procurement training courses are delivered by qualified procurement professionals who have held senior positions in procurement, contract management and commercial roles – people who have negotiated major contracts and delivered measurable savings.

Practical, not just procedural

We focus on what actually works in real procurement environments, not just theoretical best practice. Our courses provide practical tools, templates and techniques you can use immediately, alongside the judgement to know when to apply them.

Follow-up support

All sessions include 4 weeks of follow-up email refreshers to further embed the learning.

Trusted by industry experts

Book this course

Ready to sharpen your selection, negotiation and contract award skills with Finance Training Academy? We’re here to help you secure better commercial outcomes every time. Book this course today to get started.