SUCCESSFUL CONTRACT NEGOTIATIONS STRATEGIES

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Why Attend

The overall aim of this course is to provide participants with the knowledge, concepts and skills needed to negotiate in each phase of the contract life cycle successfully in order to maintain a good relationship between the two parties, and to reach a win-win outcome.

Participants in this interactive course will learn how to analyze the issues, identify the best practices in negotiating the scope of work, terms and conditions, claims, variation orders and disputes.

Event Date: 02/03/2023 – 04/03/2023

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Overview
Course Outline

Principles of contracts
- Elements of a contract
- Purpose of contracting
- Stages in contract development
- Contracting plans and strategies
- Contracting methods
- When to negotiate and when to tender
Negotiating principles
- Concept of negotiation
- Secrets of a successful negotiation
- Best Alternative to a Negotiated Agreement (BATNA)
- Communicating effectively
- The negotiating style profile
- Principled negotiation
  - Separating people from problem
  - Focusing on interests not positions
  - Inventing options for mutual gains
  - Using objective criteria
- Characteristics of a skilled negotiator
The contract negotiation process
- Approaches for contract negotiation
- Negotiation’s structured approach
- Planning the negotiation
- Conducting the negotiation
- Post negotiation actions
Negotiating the scope
- Defining the scope of work
- Terms and conditions
- Contract provisions
- The pricing of the contract
- Zone of a Possible Agreement (ZOPA)
- International contracting
Post award negotiation
- Contract award
- Contract administration
- Variation orders and change management
- Claims and disputes
- Sources of disputes
- Methods in lieu of formal proceedings
Negotiation strategies and tactics
- Tactics and counter tactics
  - Arbitrary deadlines
  - Limited availability
  - Stonewall tactic
- Breakthrough negotiation: the five steps