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Negotiating Contracts Effectively

Program Objectives:

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

  • Recognize the importance of developing a solid Scope of Work and the implications of failing to do so.
  • Decide when to negotiate, as opposed to tendering.
  • Plan and conduct several contract-related negotiations.
  • Use communication and planning skills that will allow reaching a win-win outcome.
  • Successfully negotiate Contractual Claims and Change Orders.
  • This Program is designed for:

    Those involved in contract and/or business related negotiations. The program will also benefit those involved in negotiating the procurement of manpower and the purchasing of material supplies.

    Program Outline:

    Pre-Negotiation Steps Principled Negotiation (The
    Harvard Model)
  • Establish Need
  • Obtain Approvals
  • Authorization to Negotiate?
  • Separate People from Problem
  • Focus on Interests, not Positions
  • Invent Options
  • Use Objective Criteria

  • Developing the Scope of Work/Strategy Planning: The Key to Win-Win
    Negotiation
  • Must and Want Criteria
  • Assigning Weights
  • Avoiding Pitfalls through Internal and External Research
  • The Planning Form
  • Different Pricing Strategies
  • Clear Objectives/Options
  • Bases of Power
  • When to Negotiate and When to Tender Different Types of Contracts
  • Know Your Company Policy and Practices
  • Evaluate the Situation
  • Justify Negotiation and/or Single Sourcing
  • Single-Sourcing
  • Maintenance/Parts
  • Whole-Life Cost
  • Multiple Suppliers
  • The Secrets to Effective Negotiation: Negotiating Claims and Change
    Orders
  • Planning
  • Communication
  • Making Concessions
  • Time Extension
  • Change Rates
  • Idle/Waiting Time Rates
  • Pre-requisites

    None:
    Duration : 2 days

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