Contract Negotiation Public Course


A two day Contract Negotiation public training course, held at etc venues, Marble Arch, London, that will help you negotiate commercial contracts and statements of work that deliver maximum value to your organisation.

SKU: CN Category:


Many contract negotiations follow a familiar pattern. Rather than being planned and managed, they ‘occur’, progressing slower than you would like and wasting hours on terms that have little impact. Success or failure is determined subjectively during the months or years after the deal is done. And rather than creating an environment for the delivery of successful deals, these negotiations fritter away goodwill. Devant negotiation training can help break the cycle.

If your organisation sees margins eroded or relationships damaged through poor contract negotiation, our Contract Negotiation two-day course will change the way you negotiate, the way you are perceived as a negotiator, and the delivery outcomes from deals you negotiate – for ever.

Becoming an accomplished ‘deal maker’ ensures you will always be in demand to add value to your company’s negotiations.

This intensive two-day course, endorsed by the International Association of Contract and Commercial Management (IACCM), equips your commercial team to meet these challenges. This course can also be delivered as a tailored in-house workshop.

“A valuable course also for experienced negotiators opening the mind to a new approach of negotiating and way of contracting.”
Elisabeth Sass, Programme Executive Business Jets at Rolls-Royce

What’s included in this Contract Negotiation course?

Over the course of our interactive two-day ‘Contract Negotiation’ course, 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!

How is this negotiation training course delivered?

This course is intensely practical, so you can apply it immediately to real-life work situations. With a contract-based negotiation case study, you have the opportunity to test your new knowledge and skills as you work through the course, using each negotiation medium at an appropriate point.

In advance of the course, you will receive details of your case study, together with a pseudonym and login details to a webmail account specifically for the training. You will have two weeks to begin your negotiations by email with another delegate, providing valuable insights into your natural communication style and areas for development. Delegates are asked to bring a laptop that is able to run a Citrix client, for the web-based negotiation exercise.

“Fast paced and informative. There is a lot of take on board, but it is greatly enjoyable and you will meet some excellent, like-minded, people.”
Claire Brown, Commercial Quality Manager, Qube Global

Agenda – Contract Negotiation Course

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



Course Booking Terms and Conditions