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Data Protection & Compliance

Contract Negotiation Training

  • Develop your skills to successfully negotiate contracts
  • Deal with disputes whilst maintaining good relationships
  • Learn different negotiation styles
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Course Information

Contract Negotiation Training Outline

This Contract Negotiation Training course covers the following topics:

What is Negotiation?:

  • Negotiation Types

  • Underlying Tensions

  • Who is Negotiating?

  • Why Negotiate?

  • BATNAs and WATNAs

  • The Expectations of the Other Parties

 

Negotiation Approaches Overview

 

Streetwise Tactical Ploys:

  • Recognising Them

  • Countering Them Effectively

  • Why are they Outdated?

 

Principled Negotiation:

  • Arriving at Yes

  • Getting Past No

  • What Kind of No is it?

 

Psychological Categorisation:

  • The Art of Communication

  • Using Neuro-Linguistic Programming to Your Advantage

 

Negotiation Styles and Ethics:

  • People

  • Interests

  • Options

  • Criteria

 

Negotiating Strategies:

  • Planning a Negotiation

  • Desk Research

  • Adopting a Win-Win Approach

  • Considering a No Deal Solution

  • Aim High

  • Using Simple Language

  • Asking Questions and Listening

  • Building Solid Relationships

  • Maintaining Personal Integrity

  • Conserving Concessions

  • Being Patient

  • Awareness of Cultural Differences

 

Manipulative Ploys:

  • How Not to be Hoodwinked

  • Examples Analysis

  • Solutions Discussion

 

Creative Problem Solving:

  • Blue Sky Thinking

  • Looking for a Third Way

  • A Fresh Approach

  • Redefining the Problem

  • Looking for Overlapping Interests

 

Negotiating with Difficult People:

  • Exploring their BATNAs and WATNAs

  • What Lies Behind Hostility?

  • Dealing with Anger

  • Building Bridges

  • Making it Hard for Them to Refuse

 

Excellent Communication:

  • The Power of Nonverbal Messages

  • Interpreting Body Language

  • Vocal Quality

  • Verbal Communication

  • Adopting a Persuasive Style

  • The Power of Silence (the Art of Doing Nothing)

 

 Cultural Factors:

  • How to Research

  • How to Prepare

  • Gifts, Courtesies and Bribes

  • Concepts of Time – Managing Expectations

 

Negotiating by Different Methods:

  • Successful Telephone Negotiation

  • Tips for Successful Meetings

  • Getting the Message Across Via Email

  • Negotiating the Draft Contract

  • The Final Draft of the Agreement

  • Negotiating with Head Office and Your Own Team

 

Negotiating Out of a Dispute:

  • Finding a Win-Win Solution

  • Playing Devil’s Advocate

  • Strategy in the Context of a Litigation

  • Overcoming Power Imbalances

  • Preserving the Ongoing Contract

  • What it Takes to Close a Deal

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Contract Negotiation Training Overview

This Contract Negotiation training course teaches delegates how to successfully negotiate contracts, agreements, and disputes, whilst sustaining positive relations with the parties involved. Delegates will learn a wide range of efficient negotiating techniques and mechanisms, accompanied by an evaluation of negotiating methods.

 

Delegates will also acquire knowledge of what to do if a disagreement arises when the contract is in progress. Emphasis is placed on the importance of effective contract negotiation for business success. This Contract Management training course takes a practical approach, as it uses interactive procedures such as workshops, case studies, and tasks so delegates acquire an understanding of how to implement the knowledge they gain. 

 

Delegates will become familiar with the fundamentals of contract negotiation and will enhance their understanding of why it is necessary for business processes. They will also study negotiation strategies, styles, ethics, and methods. Vital communication skills will be enhanced, and factors that may impact successful negotiation, i.e. culture, will be explored. 

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Who should attend?

We recommend this training course for Executives involved in the negotiation and management of contracts, Contract Managers, Commercial Managers, Finance Managers, Business Development Managers, Sales Support staff, Purchasing and Procurement Managers, and Legal Professionals. Anyone interested in negotiating the best contract deals should attend this training course.

 

Prerequisites

There are no requirements for participating in Contract Negotiation Training.

Available delivery methods for this course:

Classroom

In-house

Online

Virtual

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Dates & Prices for Contract Negotiation Training

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Why choose Virtual?

Attend your course from the office or home
Interactive support from experienced trainers
Simple to setup and easy to use on any device

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Best Price in the Industry

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Resources Included

Resources are included for a comprehensive learning experience

Various Delivery Methods

Flexible delivery methods are available depending on your learning style


Contract Negotiation Training FAQs

No, there is no exam for Contract Negotiation Training.
No, you do not need any prior certifications for Contract Negotiation Training.
All of our Contract Management instructors are fully certified and have years of experience in their specialist area.
This training course includes the course documentation, a completion certificate, an instructor, and refreshments.

Some of our clients

"Really good course and well organised. Trainer was great with a sense of humour - his experience allowed a free flowing course, structured to help you gain as much information & relevant experience whilst helping prepare you for the exam"

Joshua Davies, Thames Water

"...the trainer for this course was excellent. I would definitely recommend (and already have) this course to others."

Diane Gray, Shell


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