Contract Negotiation Skills

Code

754

Start Date

2025-03-02

End Date

2025-03-06

City

Cape Town

Price

4950 $

Language

Participants

1-15

Hotel

Hotel Meeting Room

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Course Methodology

This course relies on the use of individual and group exercises aimed at helping participants learn all key contract management activities. The course also features the use of a number of case studies and presentations by participants followed by discussions. In addition, this course incorporates pre and post testing.

Course Objectives

By the end of the course, participants will be able to:

Identify the major skills that are critical for contract professionals
Demonstrate the importance of communication in contract management including written, verbal and non-verbal
Prepare for negotiating contracts and conduct contract related negotiations in a formal structured manner
Outline the key issues and risks that can affect the contract and determine the appropriate responses for the identified risks
Develop project plans and mechanisms for monitoring and controlling contractor performance

Target Audience

Personnel who are seeking improvement of essential skills necessary for all contract professionals. The course is designed to provide concepts and techniques that will enable contract professionals to work collaboratively and efficiently with contractors.

Target Competencies

Contract management
Project management
Planning and scheduling
Risk management
Performance measurement
Communication skills
Negotiation skills

Course outline :

Principles of Contracts

Purpose of contracting
Knowing your contract
Scope of Work (SoW)
Terms and conditions
Stages of contracting

Communication and Writing Skills

Communication model
Barriers to communication
Preferred methods of communication
Active listening
Written communication
Drafting fundamentals
Managing conflicts

Negotiation Skills

Secrets of successful negotiation
Principled negotiation
Negotiation plan
Zone of a Possible Agreement (ZOPA)
Best Alternative to a Negotiated Agreement (BATNA)
Conducting the negotiation

Managing Issues and Risks

Techniques used in issues management
Identifying risks
Evaluating risks
Risk response planning
Decision making
Decision tree

Managing the Performance of Contractors

Project/contract relationship
Developing a Gantt chart
Milestone chart
Project schedule
Performance reporting
Schedule control
Key Performance Indicators (KPIs)

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