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Available delivery methods for this course:
This Contract Negotiation Training course covers the following topics:
What is Negotiation?:
Who is Negotiating?
BATNAs and WATNAs
The Expectations of the Other Parties
Negotiation Approaches Overview
Streetwise Tactical Ploys:
Countering Them Effectively
Why are they Outdated?
Arriving at Yes
Getting Past No
What Kind of No is it?
The Art of Communication
Using Neuro-Linguistic Programming to Your Advantage
Negotiation Styles and Ethics:
Planning a Negotiation
Adopting a Win-Win Approach
Considering a No Deal Solution
Using Simple Language
Asking Questions and Listening
Building Solid Relationships
Maintaining Personal Integrity
Awareness of Cultural Differences
How Not to be Hoodwinked
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
Making it Hard for Them to Refuse
The Power of Nonverbal Messages
Interpreting Body Language
Adopting a Persuasive Style
The Power of Silence (the Art of Doing Nothing)
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
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.
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.
There are no requirements for participating in Contract Negotiation Training.
Included in this training course:
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We have the guaranteed best price for our courses in the industry
Resources are included for a comprehensive learning experience
Flexible delivery methods are available depending on your learning style
"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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