Staff involved in any of the following functions, Vendor Management, Outsourcing, Procurement and Contracting, PMO, Supply Chain and Purchasing, just to name a few
Use competitive and collaborative negotiation strategies with success
Recover a stalled negotiation using breakthrough techniques
Adjust your negotiating style to match the preferences of the other party
Deactivate the impact emotions and focus on funding agreement
Apply negotiation skills for efficient cost and schedule performance
Plan strategies to effectively develop and manage collaborative relationships critical to your project
Course Overview
In this highly interactive course, the emphasis is on the process of
negotiating the contract itself — the legal document that governs the
business relationship between the parties. the course highlights the
good and bad practices that business managers must be aware of
when negotiating contracts. Using a process approach to building
successful business relationships, the course teaches all the key
considerations and steps involved in planning, conducting, and
documenting contract negotiations. Real-world case studies will expose
students to perspectives of both buyers and sellers.
Strategies, tactics, and counter tactics for improving contract
negotiation skills are highly emphasised. Practical exercises will show
students how solid analysis of business and project risks during
business development can translate into successfully negotiated
contracts. Students will learn how to analyse terms and conditions,
recognise potentially risky and unacceptable terms, and negotiate
successful deals by overcoming obstacles. The course includes proven
best practices used by successful companies worldwide.
This course is only available as in-house corporate training (see below).
This course is available as in-house corporate training. Available to groups of 10 or more (please note this is a guideline). To find out more about corporate training for your organisation click here.
