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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 | 23 September 2024 | 6 Days | Istanbul | Registration Form Link |
| CMN 163 | 28 October 2024 | 6 Days | Istanbul | Registration Form Link |
| CMN 163 | 02 December 2024 | 6 Days | Istanbul | Registration Form Link |
Please contact us for fees
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
