- Thursday, April 22, 2021
8:30 am - 4:30 pm
Duration: 1 day
Start Time: 8.00AM*. Finish 4.00PM*.
*Time Zone: Australian Eastern Standard Time (AEST) – Queensland
This one-day 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 Different Approaches to Negotiation
- 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
