Practical Negotiation Skills for Contract Management
-
COURSE DATES AND LOCATIONS
DATE
Duration
LOCATION
FEES
Book Now
-
INTRODUCTION
Achieving organizational objectives from the supply market requires a sound approach to procurement and effective use of influencing, persuasion and negotiation skills to change attitude, persuade others to our opinions, and agree on both commercial and operational outcomes. These skills are essential for agreeing on contractual arrangements at the outset of a contract and then managing both commercial and operational issues during the implementation, management and review phases of the contract life cycle. Negotiation is an invaluable skill for any project manager. Not only do you negotiate agreements with vendors and contractors, but you must effectively negotiate with stakeholders, customers and team members throughout the life of a project. During this course you will learn how to analyze your own and the other party’s negotiation style, diffuse conflict and turn it into an advantage, and negotiate more effectively. You will also learn how to negotiate for efficient cost and schedule performance and achieve successful results on time. You will receive coaching and feedback from the instructor and the other participants.
-
COURSE OBJECTIVES
By the end of the course, you‘ll be able to:
- Adopt new approaches to influencing and negotiating with suppliers, especially where predominant styles are not being effective
- Understand the interpersonal dynamics involved in managing and motivating suppliers
- Be confident in negotiating with supplier personnel
- Optimize supply contract terms agreed and performance achieved
- Establish and maintain sound business relationships with supplier personnel and organizations.
- Prepare for negotiations
- Negotiate both commercially and operationally with suppliers and other contract stakeholders
-
COURSE AUDIENCE
This course is made for:
- Project Managers
- Sales Managers
- Supply Chain Managers
- Commercial Excellence Officers
- Brand Managers
- Compliance Officers
- Head of Department
- Senior Management
- Buyers and Sellers
-
COURSE OUTLINE
DAY ONE:
What is the deal behind the contract ?
-
What constitutes a contract: form, ingredients, and basic structure
-
The context of commercial arrangements
-
Innovative commercial solutions
-
Relationship between negotiation and contract drafting
-
Closing a deal – and Authority to sign and agency principles
-
Formalities to finalize the contract
DAY TWO:
Negotiating and Drafting Contracts
-
Negotiating Principles in Contracting
-
Negotiating in difficult and complex situations
-
Structuring complex documents
-
Using and modifying standard forms
-
Precedent in international contracting
-
Dealing with contract qualifications and amendments
DAY THREE:
Drafting Specific Clauses
-
Operative provisions and performance obligations
-
Title, Risk, and Payment provision
-
Contract variations: transfer of rights, amendment, and the scope of work
-
Termination, suspension, and remedies for default
-
Limitation and exclusion of liability, force majeure, and waiver
-
Law of the contract and dispute resolution
DAY FOUR:
Effective Contracts Management
-
Risk assessment and management
-
Assignment of responsibilities and kick-off meetings: setting and managing expectations
-
Dealing with defaults, delay, and disruption
-
Managing claims
-
Payment issues and including international trade
-
Lessons learned
DAY FIVE:
Dealing with Disputes
-
Recognizing potential problems and dealing with issues as they arise
-
Legal rights and commercial outcomes distinguished
-
Negotiation structures for internal dispute resolution
-
External dispute resolution – Litigation and Arbitration
-
Modern alternatives in dispute resolution, Adjudication, Expert Determination and Mediation
-
Overview of the course, and final question session
