Location

Duration

Date

Fee inclusive of VAT

Course Overview

Strategic contract negotiation is a critical competency in today's dynamic business environment. This intermediate-level course equips contract managers, legal professionals, and procurement specialists with the skills to navigate complex negotiations effectively. Emphasizing ethical practices and sustainable deal-making, the course guides participants through every stage of the negotiation process to ensure successful outcomes and long-term agreements.

Course Objective

By the end of the course, participants will be able to:

Apply key negotiation principles and styles tailored to contract settings.
Conduct thorough preparation and analysis to support negotiation objectives.
Utilize advanced tactics and communication strategies for persuasive negotiation.
Address and resolve negotiation challenges while maintaining professionalism.
Finalize contracts that meet both legal and business goals ethically.

Who Should Attend?

Contract managers
Legal professionals involved in contract negotiations
Procurement and purchasing officers
Business development and sales professionals

Course Outline

1. Fundamentals of Contract Negotiation

Negotiation principles
Types of negotiation styles
Stages of the negotiation process

2. Preparation for Negotiation

Research and analysis
Identifying negotiation objectives
Understanding the other party’s interests

3. Negotiation Tactics and Techniques

Effective bargaining tactics
Psychological approaches to negotiation
Persuasion and influence methods

4. Ethical Considerations in Negotiation

Ethical standards and codes
Balancing power and fairness
Maintaining integrity

5. Communication Skills in Negotiation

Verbal and non-verbal strategies
Active listening and feedback
Building rapport

6. Overcoming Negotiation Challenges

Handling difficult counterparts
Conflict resolution techniques
Managing pressure situations

7. Closing and Finalizing Agreements

Achieving win-win outcomes
Drafting and reviewing contracts
Finalizing and signing

8. Emerging Trends in Contract Negotiation

Technology in negotiation
Global best practices
Anticipating future challenges

Training Methodology

The course combines various teaching methods, including instructor-led presentations, group discussions, case study analyses, and assessments through quizzes and a final exam to engage participants and ensure they understand and retain the material.

Terms & Conditions

ACTrain reserves the right to alter the Course Schedule without Prior Notification, Fees Quoted are Subject to Terms & Conditions Outlined in ACTrain's Registration Policy

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