Communication in public procurement is, in essence, a negotiation of the future terms of the contract. This workshop explores how decades of research in negotiation and communication can help us strengthen the quality and efficiency of our interactions throughout procurement processes – and ultimately achieve better outcomes.

Using participants’ own cases and examples, we will work hands-on with real procurement materials, ranging from contract notices and instructions to tenderers to written questions and answers and in-person meetings during negotiated procedures. The aim is to make communication more deliberate, clear, and strategically aligned with procurement objectives.

Building on insights from Torkil Schrøder-Hansen’s PhD research, we will examine how an awareness of negotiation techniques and communication strategies – combined with practical AI tools – can support more informed decisions for both contracting authorities and bidders. Participants will gain an understanding of how different negotiation approaches influence the procurement process and can lead to more robust outcomes.

What you will learn

• understand procurement communication as a strategic negotiation
• apply negotiation theory in practical procurement contexts
• improve clarity and impact in written and oral communication
• use AI tools to support analysis, dialogue, and decision-making
• navigate Q&A processes, market dialogue, and negotiated procedures more effectively

Workshop format

The workshop is interactive, practice-oriented, and based on participants’ own real-world cases to ensure direct relevance and immediate application.

Please note: The workshop requires active participation and group work, and it is therefore not possible to attend online.

About the facilitator

Torkil Schrøder-Hansen is a PhD Fellow at the University of Copenhagen and Head of Public Procurement, Construction at DI Construction. His research focuses on public procurement law, with particular attention to negotiation practices in the construction sector. Combining negotiation theory and procurement law, his work aims to improve procurement practices across the industry. Torkil is a lawyer and holds a Master’s degree in Mediation and Conflict Resolution. He has extensive experience in public procurement and construction law, and he will submit his dissertation in the summer of 2026.