Contract Drafting, Negotiation and Reading






The aim is on arriving at ‘win-win’ solutions, rather than negotiating to win at all costs. This course is specifically designed for candidates who are involved in supplier negotiations for goods and services.

Learning Objectives:

  • Participants will be able to recognise the importance of negotiation to close profitable deals and maintain long-term relationships
  • Recognise partnership and adversarial negotiation styles and the advantages/disadvantages of both.
  • Negotiate from a position of partnership, not competition
  • Identify and practise successful business negotiating skills
  • Identify strengths and weaknesses as a business negotiator
  • Understand different types of buyer behaviour
  • Learn to recognise negotiating tactics and stances
  • Be able to apply a new and proven structure to business negotiations
  • Prepare and present a proposal at a final business negotiation stage
  • Project confidence and exercise assertiveness in business negotiation situations

Course Content:

  • Introduction: Planning the Negotiation Process
  • Negotiation for Procurement
  • Procurement – Tendering, Evaluating and Awarding Contracts
  • Contracts & Dispute Resolution – “Deep Dive”
  • The collaborative and competitive schools
  • The different types of negotiation techniques
  • Using the MBTI as a negotiation support tool
  • Implementing the Negotiation strategy
  • Post Negotiation – Financial Close and beyond.


Event Details

Start date: 18 November 2024

End date: 22 November 2024

Start time: 09:00 a.m. BST

End time: 04:00 p.m. BST

Venue: London, UK

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