Programme
Day 1: Focus on Understanding Contracts and Negotiations
1.Steps toward Contract Negotiation
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Reasons for Negotiations: Needs & Interests
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Pre-negotiation steps: Authority Position & Obtaining Approvals
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Building Business Relations with Contractors
2.Conditions for Contract Negotiation
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Company Policy and Practices
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Evaluating Positions of all Parties
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Establishing Own Rules for Negotiation
3.Negotiation as a Process of Establishing Exchange
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Phases of Negotiation: Preparation, Debate, Offer, Transaction
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Formulating Clear Objectives/Options
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Preparing & Stating Offer in Negotiation
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Focus on Win-Win Solutions
Day 2: Focus on Preparation and Strategy
4.The Keys to Successful & Effective Negotiation
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Preparation & Planning ahead: Options, Priorities, Solutions
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Creating and Using Alternatives (BATNA) to Negotiations
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Developing Solution-focused Outcomes before Negotiation
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The Art of Making Wise Concessions
5.When to Negotiate, When to Tender and When to Persuade
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Knowing The Company Policy and Practices (Implicit Rules)
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Evaluating the Situation/Context of Negotiations
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Justification of Negotiation and Single Sourcing
6.Developing a Winning Strategy
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Establishing Must and Want Criteria for Success
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Assigning Weights & Priorities for Negotiation Options
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Envision of Possible Solutions/Outcomes
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Avoiding Pitfalls through Research, Internal & External
Day 3: Focus on Effective Techniques and Manipulations
7.Effective Techniques for Contract Negotiation
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Most Prevalent Negotiation Techniques & Tactics
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Ploys & Tricks in Negotiating Contract Options
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Seven Key Techniques of Effective Contract Negotiations
8.Dealing with Manipulations, Tricks and Ploys in Negotiations
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Common Tricks & Ploys in Contract Negotiation
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Recognizing Manipulations in Negotiations
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Methods of Preventing & Dealing with Difficult Situations
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Recognizing Signals of Manipulations and Negative Tricks
Day 4: Focus on Principled Negotiation & Ongoing Planning
9.Principled Negotiation (The Harvard Business School Model)
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Focus on Problems and Solutions, not Positions & Convictions
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Separating People from the Problem and Use of Emotions in Negotiations
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Inventing Options & Using Objective Criteria
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Focus on Values for the Parties in Negotiations
10.Planning the Process as the Key to Win-Win Solutions
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The Planning Form (Negotiator’s Check-list)
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Using Different Pricing Strategies
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Stating Clear Objectives and Options
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Establishing Power Positions in Negotiations
Day 5: Focus on Closing, Re-negotiating and Implementing Contracts
11.Closing the Deal and Making Contract
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Classical and Unconventional Methods of Closing Negotiation
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Writing Contract the Right Way
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Establishing Common Understanding of Contract Conditions
12.Negotiations after Negotiations: Implementing Contracts
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Contract implementing as a project management
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Establishing Common Action Plans: Contract as a Two-Way Duty
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How to Re-negotiate Faulty Contract Deals
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Negotiation never ends (till the relation exists)
Round-up feed-back session on Key Learning Points from the Course
