SUCCESSFUL CONTRACT NEGOTIATIONS STRATEGIES

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Why Attend

The primary goal of this course is to equip participants with the knowledge, concepts, and practical skills essential for effectively negotiating throughout the contract life cycle. The course emphasizes maintaining strong relationships between parties and achieving mutually beneficial, win-win outcomes.

Through this interactive program, participants will learn to:

Analyze critical issues in contract negotiations.
Identify best practices for negotiating key aspects such as scope of work, terms and conditions, claims, variation orders, and disputes.

This course blends theoretical insights with hands-on exercises, ensuring participants are well-prepared to navigate complex negotiation scenarios confidently and successfully.

Event Date: 05/03/2025 – 07/03/2025

Request an In-House Proposal

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More Dates

24/07/2025 – 26/07/2025	Price: ₦230,000.0000 VAT
06/11/2025 – 08/11/2025	Price: ₦230,000.0000 VAT

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