Course overview:
This advanced-level course is designed for professionals seeking to enhance their contract negotiation skills in complex and high-stakes business environments. Building on the fundamentals of contract negotiation, participants will delve into sophisticated strategies, ethical considerations, and leadership skills essential for successful negotiations. Through interactive sessions, case studies, and real-world simulations, participants will develop the expertise needed to navigate multi-party negotiations, international transactions, and crisis situations.
Target Audience
- Experienced negotiatorsLegal professionalsBusiness leadersContract managersProcurement specialistsInternational business professionals
Course Duration:
Physical Class: 5 Days
Online/Virtual : 5 Days
Course Benefits:
- Enhanced Negotiation Expertise: Develop advanced negotiation skills applicable in diverse business scenarios.
- Global Perspective: Gain insights into international negotiation dynamics and cultural considerations.
- Strategic Leadership: Acquire leadership skills essential for guiding successful negotiation teams.
- Ethical Decision-Making: Navigate complex ethical considerations in negotiations with confidence.
- Networking Opportunities: Interact with industry professionals, experts, and peers for valuable networking.
Course Outline:
Day 1: Fundamentals of Contract Negotiation
Introduction to Contract Negotiation
- Overview of the importance of contract negotiation
- Key principles of successful negotiation
- Different types of negotiations
Understanding the Contract
- Basics of contract law
- Essential components of a contract
- Identifying and mitigating legal risks
Day 2: Preparation for Negotiation
Research and Planning
- Conducting thorough research on the other party
- Setting negotiation goals and objectives
- SWOT analysis for negotiation preparation
BATNA and ZOPA
- Understanding BATNA (Best Alternative to a Negotiated Agreement)
- Identifying the Zone of Possible Agreement (ZOPA)
- Developing strategies based on BATNA and ZOPA
Day 3: Communication and Interpersonal Skills
Effective Communication in Negotiation
- Verbal and non-verbal communication skills
- Building rapport and trust
- Active listening techniques
Managing Emotions in Negotiation
- Recognizing and managing emotions in negotiation
- Strategies for dealing with difficult or emotional situations
- Maintaining professionalism
Day 4: Advanced Negotiation Techniques
Creating Value in Negotiation
- Exploring integrative negotiation techniques
- Identifying common interests and mutual gains
- Win-win negotiation strategies
Handling Tough Negotiations
- Dealing with tough negotiators
- Strategies for breaking deadlocks
- Negotiating under pressure
Day 5: Closing and Post-Negotiation
Closing the Deal
- Finalizing the negotiation agreement
- Summarizing key points
- Drafting a memorandum of understanding
Post-Negotiation Review and Analysis
- Evaluating the negotiation process
- Learning from successes and failures
- Continuous improvement in negotiation skills
Course Delivery Approach
This course is delivered by our experience training professionals who are expert specialists, and practicing in purchasing practice in both public and private sector. The course is taught through a mix of practical activities, theory, group works and case studies. Training manuals and additional reference materials are provided to the participants , who will also be awarded a certificate of participation from Skyrokers Training & Consultancy Institute at the end of the course.
