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18 - CMN - Contract Management and Negotiation Skills

CMN 160 - The Complete Course on Contracts & Purchasing Management

Code Start Date Duration Venue
CMN 160 08 July 2024 5 Days Istanbul Registration Form Link
CMN 160 12 August 2024 5 Days Istanbul Registration Form Link
CMN 160 16 September 2024 5 Days Istanbul Registration Form Link
CMN 160 21 October 2024 5 Days Istanbul Registration Form Link
CMN 160 25 November 2024 5 Days Istanbul Registration Form Link
CMN 160 30 December 2024 5 Days Istanbul Registration Form Link
Please contact us for fees


Course Description

This Complete Course on Contracts & Purchasing Management training course is designed to assist

contracts and procurement professionals understand and deal with the increasing complexity of

commercial and business relationships. All business professionals need to understand how and why

contracts allocate risk to the parties to the contract, and the consequences of failure to meet that risk.

Modern companies need procurement improvements to allow organisations to meet their strategic


This training course promotes best practice in procurement activities and working on the

‘right’ issues of compliance, creativity and supply market knowledge. It establishes how to measure

purchasing and contract contributions so that these critical functions are recognised as core


Course Objectives

  • Understanding how contracts control business relationships of all kinds
  • Exploring risk allocation in contract management; protecting your company’s interests
  • Understanding international contracting in the English language
  • Selecting and appliying contract management & procurement strategies
  • Managing suppliers to obtain best in class results

Who Should Attend?

  • Project directors
  • Contract administratiors
  • Procurement staff
  • Managers
  • Executives
  • Anyone involved in contract management techniques

Course Details/Schedule

Day 1

  • What are contracts and how are they Created?
  • What is needed to create a valid contract? Ingredients and formalities
  • The tender process
  • The Structure of Contracts
  • Form of Agreement
  • Different contractual structures: Traditional and New
  • Risk and Title (ownership) in international trade. When does it transfer?
  • Notices and other formalities
  • Collateral Documents
  • Bonds and guarantees

Day 2

  • Parent company guarantees
  • Letters of intent, comfort or awareness
  • Insurance policies
  • Changes to Contract documents
  • Assignment/Novation explained and distinguished
  • Claims – what they are and how they arise

Day 3

  • Delay and disruption
  • Force majeure
  • Resolving Disputes
  • Conflict avoidance and Negotiation
  • Litigation
  • Arbitration
  • Mediation, ENE and new best practices in dispute resolution and management

Day 4

  • Stages To World Class Purchasing
  • Strategic Sourcing
  • Developing Spend Profiles and the ABC Analysis
  • Purchasing Gap Analysis
  • Vision and Mission for Purchasing
  • Developing The Purchasing Department Strategic Plan
  • Developing Key Performance Indicators (KPIs) For Procurement
  • Developing A Company Purchase Price Index
  • Cost Reduction Initiatives
  • Methods of Cost Containment
  • Commodity/Service Strategic Planning
  • Resisting Price Increases

Day 5

  • Supplier Management Approaches
  • Supplier Classification System
  • Supplier Qualification Methods
  • Supplier Performance Metrics
  • Apply Performance criteria to Purchasing Decisions
  • Applying eProcurement business process
  • Global Sourcing
  • International Labor Rates Comparison
  • Developing and Maintaining a Customer Focus
  • Basic Issues In Corruption And Fraud Prevention