Contract Negotiation Skills

Course Title: Contract Negotiation Skills: 1 Day

Sample Course Content

Overview

This one-day programme has been developed to provide course delegates with an overview of key negotiation skills, techniques and tactics coupled with a review of key contract clauses. The day is split broadly in two, with the morning dedicated to developing negotiations skills and the afternoon reviewing key contract clauses and how the negotiation techniques and practices discussed in the morning session can be applied.                      

Training Objectives

Development of negotiation skills to aid the successful negotiation of contracts together with the practical application of these skills to key contract clauses. The course is applicable to both obtaining the original award of contract together with its subsequent management.

Target Audience

All staff who negotiate contracts on behalf of the organisation, including sales and marketing staff, commercial/contracts staff. project managers and engineering staff.

Format

This comprehensive one day course is based on formal presentation material from the expert trainer and practical case examples / studies. Time will be set aside for participants to raise issues of particular interest to them.

Special Features

The course is run in a workshop format to facilitate participants raising any issues of particular concern to them.

The Expert Trainer

Mike is a qualified accountant and commercial specialist and provides commercial consultancy services to clients in the UK aerospace, engineering and defence industries.

He has a broad experience of practical commercial interaction with gained over a thirty year period of working within the UK aerospace, engineering and defence industry and has held a number of senior commercial positions in major companies within the UK aerospace and defence industry.

Course Content

Morning Session

Contract Negotiation Skills

a) Evaluating contract risk

b) Negotiation Theories

c) The 6 key negotiation steps

i) Preparation & Strategy 

ii) Negotiation Styles - Rapport & Credibility

iii) Opening & Progressing the Negotiation 

iv) Tactics & Information Gathering

v) Problem solving - Developing & validating trust

vi) Closing the Negotiation.

d) Personal Attributes affecting negotiation & self assessment

Afternoon Session

Contract Conditions Review

Contract Functions: Establishing the legal framework, risk allocation, planning & management:

a) Payment 

b) Warranties, Indemnities, Liability Caps and insurances

c) Direct & Indirect Damages, Liquidated Damages and Force Majeure

d) Acceptance & Rejection

e) Termination for default & convenience

f) Intellectual Property Rights 

g) Boiler Plate clauses

h) Applicable Law