The Course
Every day significant monies are made and lost by organizations as a result of the contractual terms and conditions governing contracts for the purchase of goods, equipment, and services. Since all business activities are governed by contractual relationships, it is increasingly important for all those dealing with outside organizations to have an understanding of how to obtain the best possible agreement for their organization. This involves skills in negotiating and drafting the contract, as well as managing the same and negotiating issues and disputes that may arise.
The first course module will look at how contracts are created, and some of the main clauses that appear in contracts, together with a number of alternative contracting strategies and structures. The course will also consider techniques for third party dispute resolution. The second Module will cover the whole range of negotiations, reviewing the whole negotiation process and showing how a collaborative style to handling disputes or conflict maintains the win/win approach (which was set before any dispute arose!).
The course can be taken as two modules or as each module individually.
The complete course will cover:
The Structure
Module 1 - The Essentials of Contracting
Module 2 - Negotiating & Dispute Resolutions
The Goals
The Process
Training will involve a high level of interaction and delegate participation. The intention is that the trainer will explain issues, using real examples, but will then involve the delegates in discussion, using the information provided. There will also be sessions on negotiating, where delegates will work as teams to seek to agree disputes in role playing in realistic scenarios. The practical element encourages delegates to experiment with new approaches which expand their current experience and skills. Based around their self assessments during the negotiation module, the delegates are able to seek coaching and counselling from the tutor throughout the programme - either with their peer group or individually.
Delegates are encouraged to bring real problem examples with them, for discussion on a confidential basis, and to share their experience of particular issues in their company or industry.
The Benefits
The Results
The Core Competencies
The Programme Content
Module 1:
The Essentials of Contracting
How Contracts are Formed
Main Contract Provisions and Associated Issues
Changes and Variations
Contractual Documents and Payment Issues
Dispute Resolution
Module 2:
Negotiating & Dispute Resolutions
Fundamentals of Negotiation
The Negotiator’s Toolbox
Negotiating Styles, Tactics and Ploys
Personal Skills in Dispute Negotiation
Putting it All Into Practice
European Quality for Training and Consultancy is certified
ISO 9001-2015
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