The outcomes of the negotiations that take place throughout the contracting cycle can determine the success or failure of a contract. Individuals’ negotiation skills improve with experience and by learning from mistakes. This course provides the opportunity for those involved in the contract management process to gain practical experience and feedback on performance, targeted at key points in the contract management cycle in a risk free environment.
A 5-day course
Negotiation provides the key to the management of the interfaces involved in managing the new and complex relationships that have evolved through the need for businesses to reduce the cost of bought in Goods and Services and improved profitability. In order to succeed everyone involved in negotiations needs to have the necessary skills and fresh thinking to be able to contribute.
Negotiation is a key competence – influencing, emotion and behaviour are vital components to business success. It is a skill which can be learnt most effectively through experimental learning so as to embed the methodologies.
Everyone can benefit from improved negotiation skills. Negotiation, both personal and business related, often takes place without the people realizing it and affects personal and interpersonal effectiveness. It doesn’t have to be around a table or only when trying to complete a deal.
Each delegate will receive a copy of the best seller “Its An Even Better Deal” practical guide to business negotiation.
This programme has been developed for professionals who are responsible for, or working with the contracting cycle and who already possess some negotiation experience. This course will refresh, rebuild, re-energise and enhance their current skills as negotiation is applied at each major stage of the internal and external contractracting and procurement process.
By the end of the programme participants will have:
the ability to recognise and employ behaviours and styles that bring success
understanding of their own typical behaviours and that of other people
recognised the different stages and styles of negotiation throughout the contracting cycle
full confidence in their ability to use the processes and skills involved in negotiation
the ability to turn the theory into profitable skills
recognized the importance of having a structure within the preparation and planning phase
an understanding of the key factors in negotiating globally together with international and cultural characteristics
ability to identify, classify and commission non-verbal behaviour and to use it to advantage.
Topics of this course will include:-
An overview of the negotiation cycle, persuasion methods and tactics.
Overview of the Contracting Cycle
Internal Negotiations within the client ‘Team"
Engaging with the CP process
Agreeing Prequalification Criteria
The site visit - conditioning
Bid clarification – Meeting the shortlisted contractors
Post Tender Negotiation – who and what
The Contract – T’s and C’s ours or theirs?
Scope Changes – Variations
Close-out – Claims, extensions of time Liquidated Damages
This intensive workshop will focus on real life examples at each stage of the contracting process. Delegates will have increased confidence and experience to deliver improved negotiation results to ensure greater contract success.
During the intensive workshop participants will have the opportunity to engage in role-play negotiations with professionals using real life case studies. This will be in risk-free environment in which to practise their different styles and strategies of negotiation. They will receive analysis and assessment of performance - meaningful feedback which helps you learn from your mistakes in a no-lose situation!