Training

CCI utilises highly qualified professional trainers for the delivery of seminars and workshops. Their wealth of hands on experience ensures you receive up to date information supported by practical and relevant examples from the industry.

Training

S105 Contract Negotiation Fundamentals Outline

Public Course Registration

This course applies to contract management personnel who are involved with contract negotiations in one form or another. It introduces the negotiation process, discusses the application and limits of negotiation techniques to various contract management scenarios and provides a number of negotiation models that course participants can utilise or adapt for their own circumstances.

What is Negotiation?

Introduction to negotiation
Negotiation guidelines
Broad principles

Applications to Contract Management

Contract management applications

When Negotiations Apply

When to negotiate
Limits to negotiation
Negotiation phases – a traditional approach

Different Approaches to Negotiation

General principles
Win-win approaches

Negotiation Styles

General principles
Competitive negotiators
Cooperative negotiators
Common styles

How to Negotiate

Developing a negotiating framework
Negotiating models

Tips and Traps

Expected Course Outcomes