Contract Negotiation
In-Person/Online
3 Days
English/Arabic
Learning Objectives
Define the stages and elements of the negotiation process in the procurement arena. Develop the skills and techniques of a successful negotiator. Identify optimal win-win solutions in negotiations and make profitable contracts. Differentiate negotiation styles and mental models, analyze their own and their partner’s behavior in negotiations. Explore how to counter manipulation and psychological press in negotiations.
In-Person/Online3 Days
English/Arabic
Learning Objectives
Define the stages and elements of the negotiation process in the procurement arena. Develop the skills and techniques of a successful negotiator. Identify optimal win-win solutions in negotiations and make profitable contracts. Differentiate negotiation styles and mental models, analyze their own and their partner’s behavior in negotiations. Explore how to counter manipulation and psychological press in negotiations.
Modules
Module 1: Negotiation Skills: How to Be a Perfect Negotiator
- Buyer’s homework before starting negotiations
- Considering external environments
- Basic negotiation skills
- Developing the negotiation skills experience
Module 2: Negotiating Contract Elements and Terms
- Contract features and manners
- Classification of contract terms
- Contracting technical discussions / deliverables
- Advanced payment
- Contract validity
- Service level agreements (Sla’s) vs contracts
- A memorandum of understanding (MOU)
Module 3: Negotiations for Different Contracting Methods
- Purchase agreements vs. Contracts
- Single-source negotiation vs. Sole-source negotiation
Module 4: Contract Negotiation Strategies / Methods
- Preparing for negotiations
- In the room: the actual negotiation stage
- Negotiation strategies
- Countering manipulation and psychological press
- Post-negotiation stage
Module 5: Contract Administration and Day to Day Management
- Key contract administration policies
- Performance KPIS and KPIS tracking
- Continued communication
- Tasks for buyers and sellers
- Raising po’s and knowing when to (basics of materials requirement planning MRP)
- Performance and progress
- Records, files and documentation
- Managing changes and modifications in contracts
- Resolving claims and disputes: breach of contract, early warning signs of claims, how to reach a case of claim, preparing documents for claims, damages and remedies
- Dispute resolutions (negotiation, mediation, arbitration)
- Contracts termination
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