iaccm endorsed logo

Contract Negotiation Course

This course is perfect
for you if –

  • You feel intimidated during negotiations
  • You’re sick of fighting about indemnities!
  • Deals take too long to close
  • You think ‘collaborative negotiation’ is an oxymoron

Learn how to create great deals without the grief

Good negotiation adds value and builds relationships

What's covered?

This Contract Negotiation Course will teach you how to negotiate commercial contracts and statements of work. You will:

  • Understand the process of negotiation
  • Explore different styles of negotiation
  • Identify negotiating objectives (positions vs interests), and develop questioning and listening skills to explore them effectively
  • Understand how to identify, create and trade value, solving mutual problems for maximum benefit
  • Know how to deal with common negotiating tactics, styles and roadblocks
  • Manage stakeholders and team negotiations to avoid ‘own goals’
  • Develop skills to transform each negotiation into a source of economic and relationship advantage
  • Gain confidence to structure, plan, execute and manage negotiations pro-actively to shorten deal cycle-times
  • Improve your practical negotiation skills on email, video/web, telephone and face to face, ensuring each communication channel is used at the right time and in the right way to secure maximum negotiation progress
  • Benefit from the latest research in all these areas together with intensive, hands-on opportunities to put your learning into practice
  • Build your confidence through practice!
"I found Tiffany to be engaging, knowledgeable and approachable, and have come away from the course wanting more! I would recommend the course to anyone in the early stages of their career in the commercial contract arena or who wants to refresh or validate their skills as I did.”
Rachel Millward

You will come away with skills to help you negotiate contracts clearly and effectively, helping your organization manage its commercial relationships effectively and profitably.
Your learning starts two weeks before the course date, when you begin work on your case study negotiation by email. This pre-course work created a benchmark you can use to measure your progress, and helps you see just how much you’ve learned over two intense and action-packed days!

Sample Agenda

DAY 1:

08:45 Coffee and registration

09:00 Objectives for today

What is negotiation? Exploring different approaches to negotiation, and how they contribute to our negotiation strategy:

  • Win-Lose – Zero-sum negotiation
  • Win-Win – Collaborative negotiation
  • Value-added – Introduction to SmartnershipTM negotiation

Interests versus positions: what are they and how do we uncover them?

Exercise: Noughts and Crosses

The key steps in each contract negotiation:

  • Preparation
  • Exploration
  • Negotiation
  • Execution

Identifying and understanding your stakeholders

  • Are they interested, influential or essential?
  • Wants, needs and interests

Exercise: PREPARATION Mapping internal stakeholder interests

10:30 COFFEE

10:45 Tools for building value-added negotiations:

  • The importance of trust
  • Using Cialdini’s six principles of influence to create rapport, build trust and increase collaboration
  • Using questioning, answering and listening to build uncover value-generating opportunities

Exercise: EXPLORATION Developing effective questioning skills

12:30 LUNCH

13:15 Examining the strengths and weaknesses of email, telephone, web and face to face negotiation:

  • The ‘sinister attribution effect’
  • Managing limitations and maximising benefits of each medium
  • ‘Tacking into the wind’ to use each medium for maximum advantage
  • Negotiation etiquette

15:15 COFFEE

15:30 Team negotiations

  • Roles in the team
  • The importance of team preparation

Exercise: NEGOTIATION Team negotiation by teleconference

Wrap-up and Review of Objectives

17:30 END OF DAY 1

DAY 2:
08:45 Coffee and registration

09:00 Recap of Day 1

Trading and persuading

  • Exploring the ZOPA (Zone of Potential Agreement)
  • Choosing your starting point (and understanding the anchoring effect)
  • Loss aversion (and how we’re not as rational as we think we are)
  • The importance of explaining well (and how visualization can help)

Common Negotiation Tactics and how to deal with them:

  • Higher authority
  • Good cop, bad cop
  • Divide and conquer
  • Nibbling
  • Cherry Picking
  • The decoy

10:30 COFFEE

10:45 Exercise: NEGOTIATION Testing tactics (face to face)

12:30 LUNCH

13:15 Negotiation project management: planning your strategy, your team and your tasks to maximize progress

Valuing negotiation variables – an introduction to NEGOeconomicsTM
Exercise: PREPARATION Reviewing where you are and preparing to negotiate

15:15 COFFEE

15:45 Exercise: NEGOTIATION Completing your negotiation (face to face)

Wrap-up and Review of Objectives


“Good interaction between presenter and attendees, and between attendees… Good for experienced commercial managers – highly recommended.”

Gordon Watson
Gordon Watson
Close Menu