The Ultimate Indirect Procurement Negotiation Toolkit (2-in-1)

Plan, run and close supplier negotiations with a practical bundle built for indirect goods & services. You get a jurisdiction-agnostic Clause Library (Word) plus an Excel Negotiation Template that guides you from prep to close — ideal for corporate services, facilities & maintenance, marketing, professional services and indirect logistics.

What you’ll achieve

• Set a clear objective, reservation point and BATNA in minutes.
• Hold the line on risk, price and service using ready talk-tracks.
• Trade smartly (never concede) and document every decision.
• Close faster with cleaner contracts and fewer surprises at renewal.

What’s inside

1) Clause Library (Word, 58 entries)

Each clause includes four plain-English sections:
What this clause is for · When it applies · Typical supplier pushback · Your one-line counter.
Coverage spans: scope & deliverables, SLAs/acceptance/change control, pricing/indexation/rebates, payment terms, personnel & subcontracting, HSE/insurance/site rules, confidentiality/data protection/info-sec/data location, IP (foreground/background), third-party clearances & OSS, publicity/brand use, service credits, liability & indemnities, business continuity/force majeure/step-in, benchmarking, transition/exit/knowledge transfer, delivery/title/risk, notices, dispute resolution and governing law/arbitration seat.

Written to be country-neutral. Adapt the final wording to local law (it’s not legal advice).

2) Negotiation Template (Excel)

A focused workbook to run the deal:

• 0 – Prepare for Negotiation: one-page brief (objective, must-haves, reservation point & BATNA, timing). Includes Kraljic & supplier-preferencing views and a simple power map.
• 1 – Negotiation Planning Guide: structured prompts to shape strategy and agenda.
• 2a – Negotiation Levers (Blank): build tradeables with targets, floors/ceilings and proof; 2b – Example shows the standard to aim for.
• 3a – Negotiation Plan (Blank): meeting objectives, opening statement, action plan (what/who/when) and a comparison table (actual bid vs benchmarks, ideal vs compromise, fallback); 3b – Example included.
• 4 – Tactics & Counters: recognises supplier plays and gives a 30–60 sec talk-track, trade ideas and an escalation path.
• 5 – Comms Scripts: call openers, outlines and copy-paste emails for framing, should-cost resets, expiring offers, escalations, walk-away, renewal and more.
• 6 – Payment Terms Calculator: quantifies EBIT/interest impact of early-pay discounts and net terms.

3) 7 Negotiation Frameworks Poster (PDF, print-ready)

Each framework is shown at a glance — what it is · when to use it · the key move.
Includes: BATNA, ZOPA, Thomas–Kilmann’s 5 styles, the 3 Ps (Prepare–Probe–Propose), Anchoring effect, Negotiation Pyramid, and Harvard’s interest-based model.
Use it for: a desk/war-room reference, pre-call priming, onboarding new team members, and workshops. High-resolution, A4/A3 friendly.

Who it’s for

• New to procurement: follow the template and use the one-line counters verbatim; you’ll learn by doing.
• Experienced buyer in a new category or country: skim When it applies to spot what changes (e.g., HSE for facilities, IP/clearances for marketing, delivery/title/risk for logistics) and adjust your asks quickly.
• CPO/Head of Procurement: standardise outcomes with a clear floor for clauses by risk tier; use the workbook as the review pack before sign-off and at renewal.

How to use it

1. Fill 0 – Prepare (objective, BATNA, decision date).
2. Build your Levers and draft 3a – Negotiation Plan.
3. During calls, keep Tactics & Counters and Comms Scripts open; record give/gets in the plan.
4. After agreement, lift the protections straight into your contract/SOW and freeze referenced versions.
5. At renewal, reuse the same sheets (index caps, benchmarking, credits and exit support already set).

Format & compatibility

• Word (.docx) and Excel (.xlsx) — works with Microsoft 365, Google Docs/Sheets (minor formatting differences) and is A4 print-friendly.
• Plain-English, British English spelling.
• Lifetime updates for this product version.

Licence

Single organisation licence for internal use. Not for resale or public redistribution.