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18 - CMN - Contract Management and Negotiation Skills

CMN 120 - Purchasing, Contract Management & Negotiation Techniques

Code Start Date Duration Venue
CMN 120 30 October 2023 5 Days Istanbul Registration Form Link
CMN 120 25 December 2023 5 Days Istanbul Registration Form Link
Please contact us for fees


Course Description

When the goal is to increase earnings by lowering costs, world-class organizations look closely at their purchasing strategies. Success in purchasing is dependent not only on an awareness of the potential opportunities, but more importantly, and the focus of this course , the knowledgeable implementation of the methods, processes, and techniques that should be utilized in order to become a leader in obtaining real supply management savings

Course Objectives

  • Learning key strategies for cost reductions
  • Understanding  the processes for data mining and developing strategic plans
  • Understanding  the methods of cost improvement
  • Understanding  the process for developing purchase price index
  • Learning the Procedure for reporting cost improvements

Who Should Attend?

  • Contracts, Purchasing, and Procurement personnel/managers
  • Engineering, Operational, Project, and Maintenance personnel/managers
  • All others who are involved in the planning, evaluation, preparation and management of purchasing, tenders, and contracts
  • Those who are in organizations aiming to increase their level of competency

Course Details/Schedule

Day 1

  • What is supply chain managment
  • Purchasing management: introduction, role, goals, and responsibilities
  • Customers & requirements
  • Estimated budget, request for information & request for proposal
  • Cost & price
  • Cost analyzing
  • Price analyzing
  • Price lists / external price indexes

Day 2

  • Purchasing calculations, costs and benefits
  • Payment methods, shipment
  • 5 rights & add value
  • Strategic vendors & cost savings
  • Price agreements & cost reduction
  • Purchasing procedures & reporting (inventory, procurement and cost savings)

Day 3

  • How to structure commercial arrangements
  • Innovative commercial solutions
  • Closing a deal
  • Using standard forms
  • Dealing with contract qualifications and amendments
  • Structuring complex documents

Day 4

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

Day 5

  • Negotiation skill sets
  • Steps in negotiation preparation
  • Methods of persuasion
  • Payment issues – including international trade
  • Negotiation structures for internal dispute resolution
  • Issues with different legal systems