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18 - CMN - Contract Management and Negotiation Skills

CMN 110 - Contract Management Techniques & Project Governance

Code Start Date Duration Venue
CMN 110 29 July 2024 10 Days Istanbul Registration Form Link
CMN 110 02 September 2024 10 Days Istanbul Registration Form Link
CMN 110 07 October 2024 10 Days Istanbul Registration Form Link
CMN 110 11 November 2024 10 Days Istanbul Registration Form Link
CMN 110 16 December 2024 10 Days Istanbul Registration Form Link
Please contact us for fees


Course Description

This course is composed to two main parts: 

Contract Management Techniques which covers the three stages of contracting; negotiating the “deal”; documenting that deal in a robust, but practical way: and managing the performance of the contract itself. It is devised to develop general skills with demonstration of applications in a wide range of contracts, and to allow participants to have an awareness of practices in other areas and other industries.

Project Governance which is a framework that guides and monitors the process of converting investment decisions into value for the organization, delivering the anticipated benefits- the business outcomes and benefits to intended beneficiaries. This course defines the processes and structures that ensure governance of individual projects as well as governance of project management which deals with internal business reviews of projects. 


Course Objectives

  • Learning what constitutes a valid contract
  • Determining differences in approach between different legal systems
  • Drafting issues that arise on common clauses, and how to negotiate these terms
  • Learning techniques to improve the efficient management of contracts
  • Understanding the project governance structure and principles
  • Demonstrating the core processes required
  • Defining the benefits and the values of this activity
  • Understanding the link between corporate and project governance

Who Should Attend?

  • Project managers
  • Senior managers
  • Project executives
  • Board members

Course Details/Schedule

Day 1

  • What constitutes a contract?
  • How to structure commercial arrangements
  • Innovative commercial solutions
  • How to negotiate a contractual structure
  • Basic techniques for negotiation
  • How to document discussions
  • Relationship between negotiation and contract drafting
  • Closing a deal
  • Dealing with difficult negotiators

Day 2

  • Using standard forms
  • Developing your own standards
  • Modifying forms
  • Dealing with contract qualifications and amendments
  • Structuring complex documents
  • “Level playing field” issues – how to be fair to more than one bidder
  • Dealing with errors in a bid
  • Negotiating complex wording
  • Formalities to finalise the contract

Day 3

  • Performance of the work
  • Title and Risk
  • Intellectual property
  • Extension of time
  • Force majeure
  • Time for completion
  • Liquidated damages and penalties
  • Termination and suspension
  • Law of the contract and dispute resolution

Day 4

  • Risk assessment and management
  • Kick-off meetings
  • Assignment of responsibilities
  • Setting and managing expectations
  • Planning
  • Reporting – being realistic with requirements
  • Progress meetings and expediting
  • Dealing with defaults and external factors
  • Payment issues – including international trade

Day 5

  • Recognising potential problems
  • Dealing with issues as they arise
  • Legal rights and commercial outcomes distinguished
  • Negotiation structures for internal dispute resolution
  • Types of external dispute resolution
  • Issues with different legal systems
  • Enforcement of awards
  • Management of disputes
  • Avoiding disputes in the first place

Day 6

  • Required standard for explaining project governance
  • Business cases : outcomes and goals
  • Key measures for understanding all significant business projects
  • The governance’s structure and plan

Day 7

  • The organization’s structure, role and responsibilities
  • The stakeholders’ responsibilities
  • Project and program’s benefits : defining real outcomes and real business’ benefits
  • Measurement : defining information requirements

Day 8

  • Defining the structures’ accountabilities
  • Disclosure and openness of information
  • Strategic management : working structures for effective and timely issue management and direction
  • Conducting business reviews of strategic or major customer projects

Day 9

  • Project management team and stakeholder management
  • Project control and reporting
  • Corporate management
  • Project board

Day 10

  • Application of high standard of project management
  • Conducting business reviews of strategic or major customer projects
  • Assurance again common reasons of project failure
  • Core implementation strategy and plan