Contract Drafting, Negotiation and Reading

Description

Introduction

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.