Evaluation for negotiation


Now is the time to prepare for negotiations – before your evaluation. Evaluation as simply source selection is a wasted opportunity. Learn to look for what needs to be negotiated, opportunity for clarity and value, identify pathways to realise best value for money offer.

Highly interactive, this one and a half day program combines a half day online session to build a common understanding of the principles of strategic deal making with one day of case studies and experiential sessions that examine tender responses, the garnering of insights in preparation for negotiation, and developing agreement within the evaluation team.

Extend the program with a one day workshop designed around your particular  circumstance.

Delivered by Kiah MD, John Glenn,  he draws upon his education and experience in business development, procurement, and negotiation to share valuable insights into tendering, source selection evaluation and negotiation that has helped deliver outstanding outcomes for Kiah, and Kiah clients!

Topics covered include:

  • how industry responds to an RFT
  • styles, language, processes of tenders
  • recognising win themes and the objective of the tenderer
  • understanding why, not just what
  • establishing and evaluating claims and credibility
  • identifying openings to create value
  • evaluating in teams

Most useful for teams prior to entering evaluation of a tender,  preferably as early as possible in the tendering process so that a tender can be designed for evaluation. This program does not provide individual or team negotiating skills, though it provides an insight into negotiating processes.

Programs are preferably held at Kiah’s offices, which have purpose-built negotiation spaces that support the practical exercises and minimise distractions.

This is a 1.5-day intensive program with morning and afternoon tea, lunch and all workshop materials included.

The workshops are best for 12 people, but we can cater for up to 16 and require a minimum of six participants to usefully conduct the practical sessions.

The cost is $12,000 plus GST.


More Information and Booking

For more details on upcoming courses, or to speak to us about a custom course for your organisation, please get in touch by clicking the button below.

Contact Us