Participants learn to unleash their negotiation power. In this
highly interactive case study driven Contract
seminar, the emphasis is on the process of negotiating the contract itself—the legal document that governs the business relationship between the parties. The course highlights the practices that world class business managers must be aware of when negotiating contracts, and how to avoid the pitfalls of simple contract terms and conditions. Through a series of case studies participants learn an easy to use process approach to building successful contract driven relationships. The participants learn and display all the key considerations and steps involved in planning, conducting, and documenting contract negotiations. Real-world case studies based on current construction, engineering, and advanced procurement examples expose the participants to perspectives of both buyers and sellers and how to maximize their position in real life situations.
Strategies, tactics, and counter-tactics for improving Contract
Negotiation Skills are discussed and the terms and conditions of when to use them and when to merely neutralize them is emphasized. Practical exercises teach participants how solid analysis of business and project risks during business development can translate into successfully negotiated contracts. Learning how to analyze terms and conditions, how to recognize potentially risky and unacceptable terms, and how to negotiate successful deals by overcoming obstacles are introduced in a measurable format. The course includes proven best practices used by successful companies worldwide. This data is based on the Conference Board’s propriety data by specific engineering, construction, major oil companies and oil service related firms.
Training is generally tailored (free of charge) to your specific needs
and your organizations needs. This interactive training workshop can
be delivered on-site at a time and location of your choice.
will learn to:
- Maximize the effectiveness of participants who
must negotiate in strategic, tactical, telephone and
face-to-face contract issue based negotiation
- Increase profits through well-planned and executed
- Minimize conflict and deadlocks by providing
participants with the skills necessary to handle
- Coordinate the process of negotiation and
documentation within the organization
- Integrate learned skills with the client and
participants behaviors to enhance personal
effectiveness as negotiators
- Change the focus from negotiation tactics to
planning and strategy while reinforcing key
- Increase confidence of your employees in using an
established contract process
- Participants will become more secure as
negotiators through successful practice and
- Successfully enhance communications through the
development of a common negotiation language
Class Size: 6-15
(Please note that we can increase the class size for private
Length: 2 days
Time: 8:30 AM - 5:00 PM
For more information and pricing, please
this form and we will email you a confidential Annotated
Outline that will provide you with an hour by hour description
of this negotiation training course.
"Very good class for those involved in contact negotiations as part of their job. Good information for those that need to understand the process."
Tom Stubbs, QC Lab Metrologist
Clayton, North Carolina
"This is by far the best training I have participated in during my professional career."