2

ECSA CPD Points

14

pmi pdu's

All

Skill Level suited for

14h

Course Duration

English

LANGUAGE Course presented in

Course Overview

Learn to unleash your negotiation power today—before it’s too late. In this highly interactive 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 good and bad practices that business managers must be aware of when negotiating contracts. Using a process approach to building successful business relationships, the course teaches all the key considerations and steps involved in planning, conducting, and documenting contract negotiations. Real-world case studies will expose you to perspectives of both buyers and sellers.

Strategies, tactics, and counter tactics for improving contract negotiation skills are highly emphasized. Practical exercises will show you how solid analysis of business and project risks during business development can translate into successfully negotiated contracts. You will learn how to analyse terms and conditions, how to recognize potentially risky and unacceptable terms, and how to negotiate successful deals by overcoming obstacles. The course includes proven best practices used by successful companies worldwide.

Negotiations are the preferred contracting methodology when dealing with single or sole source acquisitions. Many modern outsourcing arrangements are uniquely crafted to fit the acquiring organization and this also necessitated either competitive negotiations of negotiated agreement on service metrics, SLAs or KPIs.

Successful commercial contract negotiations require a combination of some legal knowledge, contracting strategic knowledge, and rhetorical skills. This workshop addresses all three.

This course follows a structured process for planning conduction and concluding commercial contracts.

  • Plan, conduct, and document contract negotiations better and faster
  • Prepare yourself and your team for successful negotiations
  • Develop strategies and use tactics effectively
  • Document negotiations to prevent problems later
  • Apply best practices for conducting negotiations
  • Create long-term successful business partner

Course Cost: R 1999

Was R 2999
(including VAT)

Course Information

Learn to unleash your negotiation power today—before it’s too late. In this highly interactive 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 good and bad practices that business managers must be aware of when negotiating contracts. Using a process approach to building successful business relationships, the course teaches all the key considerations and steps involved in planning, conducting, and documenting contract negotiations. Real-world case studies will expose you to perspectives of both buyers and sellers.

Course Date: 23 – 27 August 2021
Course Time: 19:00 – 22:00 (CAT)

Delegates can attend the course in the evenings after work – five split sessions of 3 hours each from 19:00 – 22:00  

Purchase the course online

Course Includes

Additional Payment Options

Who is this course for?

  • Legal and business professionals
  • Public Sector supply chain staff using procurement systems

what's included in this course

course Outline

Legal and contracting framework

  • Contract law and the elements needed to negotiate effectively
  • Different commercial contacts
  • Project and Contract Lifecycle Processes and negotiations
  • Risk management
  • Risk management process and its use in contract negotiations
  • Performance, changes, time and claims management issues

Session Duration: 3 Hours of Live Training

Contract Negotiations—The Process

  • Negotiation approaches
  • Key aspects of successful negotiations
  • Getting past “no”
  • Buyer’s negotiation objectives
  • Seller’s negotiation objectives
  • The contract negotiation process
  • general rules for negotiations

Session Duration: 3 Hours of Live Training

Pre-Negotiation Planning Is Vital

  • Preparation of yourself and your team
  • Personal objectives
  • Professional objectives
  • Myers-Briggs Assessment

Session Duration: 3 Hours of Live Training

Selecting Negotiating Teams & Team Preparation of Workshop Scenarios

  • Know the other party
  • Know your objectives
  • Prioritise your objectives
  • Create options
  • Select fair standards
  • Select your strategy, tactics, and countertactics
  • Develop a team negotiation plan and get approval
  •  

Session Duration: 3 Hours of Live Training

Conducting Negotiations—What to Do

Teams prepare negotiation plans for workshop scenario

  • Determine authority
  • Prepare facilities
  • Use of an agenda
  • Team introductions
  • Setting the right tone
  • Exchanging information
  • Focusing on objectives
  • Using strategy
  • Win/lose
  • Win/win
  • Joint problem solving
  • Selecting negotiation tactics
  • Countertactics to watch for
  • Making counteroffers
  • Documenting your agreement
  • Knowing when to walk away

Final Team preparation & Course Scenario Negotiations

Evaluation and Critique of Team and Individual Performances

Session Duration: 3 Hours of Live Training

Post-Negotiation Actions—What to Write

  • Prepare negotiation records/memos
  • Coordinate your documented understanding internally
  • Communicate your documented understanding with the other party
  • Drafting the contract: do’s and don’ts
  • Obtain required reviews and approvals internally
  • Submit the contract to the other party
  • Contract changes
  • Contract signing
  • Develop a contract administration plan
  • Document negotiations—lessons learned

Lessons Learned and Best Practices

Session Duration: 3 Hours of Live Training

Some Feedbacks

What our delegates are saying

What People Say About Us

Client Testimonials

Meet the Instructor

Gavin Weiman

Gavin Weiman is a highly experienced attorney, consultant and training facilitator, with extensive (over 25 years) legal experience and (over 19 years) business consulting and training facilitation experience.

Gavin has been providing legal and contract centric consulting services, training and skills transfer services to commercial business, public entities and other consulting organizations and training organizations. His special area of interest is contracting and the law and its relationship to business and the economic world.

error: Content is protected !!