Participants learn to unleash their negotiation power. In this highly interactive case study driven Contract Negotiation Skills course, 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. 


"Great interactive negotiation course. I think everyone in an industry that requires negotiation (which is virtually everyone in a business setting) should take this course."

Nancy Zhao, EDF

"The negotiation course was much more than what I expected"

Mary Anne Britton, Senior Buyer - Novi Michigan

Outstanding Negotiation Courses

  • How to Negotiate Your Next Business Venture
    When entering into a Negotiation you have to expect that the Other Party is going to be Well Prepared. So in order for any negotiation to be Successful you have to ensure you are Better Prepared!
  • Are Men or Women Better Negotiators?
    Remember the more you learn about negotiations, the better you become at negotiating. So, increase your knowledge and let the games begin.
  • Avoid Raise Mistakes - The One Thing You Must Never Do If You Want A Raise
    So the next time, you want to talk to your boss about a raise, make sure you avoid the biggest mistake that people make - discussing personal financial needs. Instead, focus on what you have done for the company. It will make getting a raise much easier.
  • Conflict Management - Using Principled Negotiation to Resolve Workplace Issues – Part 2
    Negotiation is a fact of everyday work life. Whether for a company of one or one thousand, negotiations take place all day.
  • Conflict Resolution 6 - The Type-A Solution
    Two well-respected authors in the field of conflict resolution, Susan Carpenter and W.J.D. Kennedy, have eloquently codified the types of mistakes people make in large-scale public disputes. A mistake I often see is what they refer to as the Quick Fix, and in business settings, what I call the Type-A Solution.
  • Critical Elements Of Negotiation - Time
    Frequently people who discuss negotiations at my seminars say they do not see the power that time has. They say they have never considered the role that time has in making a deal. Or at most they disregard time as an element in the negotiation process. Let me tell you, time can be very important in deal making.
  • How To Establish Rapport in Negotiations
    Rapport requires of us as negotiators to develop the ability to place ourselves in the shoes of the other party and then view the world from their perspective.
  • How to Get What You Want
    Going into a negotiation and desperately want to win the contract but still make a profit? Here are some pointers to a successful negotiation.
  • Keys to Negotiating with Employees
    I am a people person, plain and simple. I enjoy interacting with my fellow employees, and I view many of them as extended family. However, I never make the mistake of thinking they are family when it comes to the job they're expected to do.
  • Negotiating - Advantage Women?
    The following suggestions can help any woman be more successful when negotiating, regardless of who is on the other side of the table.
  • Negotiation - It's All About The Terms Not The Price
    The Price is not the only part of the deal? That's right the Terms and conditions are often the most critical.
  • Saving Face Can Be Effective in Negotiations
    Saving face is a way to let someone else to get out of an embarrassing or problem situation with his or her dignity intact. Sometimes people are afraid to admit that they are wrong and the negotiator can help by showing them a way out of the dilemma. This is the opposite of driving someone into a corner, which will make a person fight even harder
  • Thrift Stores, Movies & Mom
    Give and take techniques abound all around us. Thrift stores, movies, and mom give us several opportunities to see everyday negotiation action.
  • Tips for Getting the Raise You Deserve
    Your parents and friends always tell you that you're priceless, but how much does your company think you are worth?
  • Use Perception to Negotiate Successfully
    When you negotiate, to what degree do you think the words you use and your body language impact the perception that occurs during the negotiation?
  • When Negotiating Just Ask
    The other day, I wrote about the fear people have in asking for a price increase (when they're the seller), or a price decrease (when they're the buyer). I wrote about the psychology involved in simply asking for what you want. To highlight that point, I deliver the following story
  • Win-Win is For Losers
    So, your sole responsibility to the other party when negotiating is to not do anything that would remove that person's right to veto. As long as they are being allowed to negotiate without force compelling them, you may feel free to be as tough as you like on holding your position.

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