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18 - CMN - Contract Management and Negotiation Skills

CMN 163 - Negotiation Skills & The Art of Contracting (6 Days)

Code	Start Date	Duration	Venue
CMN 163	02 December 2024	6 Days	Istanbul	Registration Form Link
CMN 163	13 January 2025	6 Days	Istanbul	Registration Form Link
CMN 163	10 March 2025	6 Days	Istanbul	Registration Form Link
CMN 163	05 May 2025	6 Days	Istanbul	Registration Form Link
CMN 163	30 June 2025	6 Days	Istanbul	Registration Form Link
CMN 163	25 August 2025	6 Days	Istanbul	Registration Form Link
CMN 163	20 October 2025	6 Days	Istanbul	Registration Form Link
CMN 163	15 December 2025	6 Days	Istanbul	Registration Form Link

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Course Description

This course is designed to equip participants with the necessary skills and knowledge to negotiate effectively and master the art of contracting. Negotiation is a fundamental skill that is required in both personal and professional settings. The course covers the principles of negotiation, the different negotiation styles, and the strategies and tactics that can be used to achieve successful outcomes.

Participants will learn how to prepare for negotiations, including setting goals and objectives, researching the other party, and developing a negotiation plan. They will also learn how to identify and manage different types of negotiation situations, such as distributive, integrative, and multiparty negotiations.

Course Objectives

Understand the principles of negotiation and the different negotiation styles.
Develop strategies and tactics to achieve successful outcomes in negotiations.
Prepare for negotiations by setting goals and objectives, researching the other party, and developing a negotiation plan.
Identify and manage different types of negotiation situations, such as distributive, integrative, and multiparty negotiations
Learn the art of contracting, including creating legally binding agreements that are fair and equitable for all parties
Draft effective contracts, including key clauses and provisions

Who Should Attend?

Legal directors
Corporate counsel
Practising lawyers
Legal practitioners
Business people involved in international trade and dispute resolution

Course Details/Schedule

Day 1

Before contracting
Requirement
Technical specification
Laws and legal issues
Terms & Conditions
Budgeting
Scope of work
Our team (Negotiation Team) Practical exercise

Day 2

Negotiation Preparation
Negotiation concept
Negotiation Strategies
Selecting and ranking issues
Valuing issues for both sides
Elements of supplier cost structure
Assessing strengths and weaknesses
Understanding the owners power
Defining objectives and determining initial positions
Impact of other influences
Case studies

Day 3

Negotiation Techniques
Pre-negotiation (min price – alternatives – deadlines)
Team or individual negotiations
Bargaining and Conflicting
Practical workshop
Role play
Case studies

Day 4

Ending deadlocks in negotiations
Common negotiation tactics and countermeasures
Post review and analysis
Model negotiations
Standards of ethics in purchasing and contract

Day 5

How contracts are formed
Why use contracts
Basic principles in contract formation
Examples of formalities for contract formation
Written or oral contracts
Authority to sign a contract
Basic contractual structures
Different types of contract for different business models

Day 6

Main Contract Provisions and Associated Issues
Force majeure
How to deal in variable market conditions
Delivery and acceptance
Termination and suspension
Warranty
Selecting the appropriate law to govern the contract
Entire agreement
Contractual documents and Payment Issues
Letters of intent and award
Bonds

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SAHARA Group Training and Consultancy INC (in Turkish: SAHARA Group Eğitim ve Danışmanlık AŞ)

Tax Office: Beyoğlu (Istanbul/Turkiye,Tax No: 7390525151 (Vergi Dairesi: Beyoğlu (İstanbul), Vergi No: 7390525151)

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(Click Category to List Courses)

18 - CMN - Contract Management and Negotiation Skills

CMN 163 - Negotiation Skills & The Art of Contracting (6 Days)

Course Description

Course Objectives

Who Should Attend?

Course Details/Schedule

Day 1

Day 2

Day 3

Day 4

Day 5

Day 6

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