Details
The overall aim of this course is to provide participants with the knowledge, concepts and skills needed to negotiate in each phase of the contract life cycle successfully to maintain a good relationship between the two parties, and to reach a win-win outcome. Participants in this interactive course will learn how to analyze the issues, identify the best practices in negotiating the scope of work, terms and conditions, claims, variation orders and disputes.
Course Methodology
This course relies on the use of individual and group exercises aimed at helping participants learn all key contract management activities. The course also features the use of several case studies, presentations and role plays by participants followed by discussions. In addition, this course incorporates pre and post testing.
Course Objectives
By the end of the course, participants will be able to:
- Recognize the important role of negotiation in developing a solid contract and the implications of failing to do so
- Identify fundamental concepts of successful negotiations including problem solving, communication, and planning techniques that will help in achieving a win-win outcome
- Plan and conduct several contract related negotiations in a formal structured manner
- Outline critical provisions in the scope of work and explore collaborative approaches to secure agreements on these provisions
- Negotiate contractual claims and change orders to avoid disputes and legal issues
- Discover some of the tactics that are used during contract negotiations
Target Audience
Those involved in contract and business-related negotiations. The course will also benefit those involved in negotiating the procurement of goods and services, manpower and different types of material or supplies.
Target Competencies
- Negotiating contracts
- Contract preparation
- Handling claims
- Change management
- Technical terms and conditions
- Contract administration
Associations
Chartered Institute of Logistics and Transport (CILT) : Ciel Consulting is an Approved Training Provider (ATP) in the region for the Chartered Institute of Logistics and Transport (CILT). Established in 1919, CILT is the world’s leading supply chain, logistics and transport professional body with over 33,000 members across the globe. CILT seeks to add value to individual and corporate members by enhancing their knowledge, careers, and businesses by setting, supporting and delivering professional standards and education in the fields of logistics, transport and supply chain. By attending Ciel Consulting’s CILT accredited courses, participants can earn CPD units as well as attain modular unit award courses that can be combined for international certification
Outline
Course Outline
- Principles of contracts
- Elements of a contract Purpose of contracting
- Stages in contract development
- Contracting plans and strategies
- Contracting methods
- When to negotiate and when to tender
- Negotiating principles
- Concept of negotiation
- Secrets of a successful negotiation
- Best Alternative to a Negotiated Agreement (BATNA)
- Communicating effectively
- The negotiating style profile
- Principled negotiation
- Separating people from problem
- Focusing on interests do not position
- Inventing options for mutual gains
- Using objective criteria
- Characteristics of a skilled negotiator
- The contract negotiation process
- Approaches for contract negotiation
- Negotiation's structured approach
- Planning the negotiation
- Conducting the negotiation
- Post negotiation actions
- Negotiating the scope
- Defining the scope of work
- Terms and conditions
- Contract provisions
- The pricing of the contract
- Zone of a Possible Agreement (ZOPA)
- International contracting
- Post award negotiation
- Contract award
- Contract administration
- Variation orders and change management
- Claims and disputes
- Sources of disputes
- Methods in lieu of formal proceedings
- Negotiation strategies and tactics
- Tactics and counter tactics
- Arbitrary deadlines
- Limited availability
- Stonewall tactic
- Breakthrough negotiation: the five steps
Schedules
| Weekdays | 10:00 AM — |
| Weekdays | 10:00 AM — |
| 10:00 AM — |
Ciel Consulting is an ICT outsource and training Services Company with headquarters in Port Harcourt Nigeria and affiliates companies in America and Europe.
We offer world class training in Project Management, Primavera p6, Ms Project,AutoCAD (2D and 3D), Telecom, Ethical Hacking, PDMS (Plant Design Management System) as it is known in the 3D CAD industry, is a customizable, multi-user and multi-discipline, engineer controlled design software package for engineering, design and construction projects in, but not limited to, offshore and onshore.
Leading Professional Training and Consultancy firm, Authorized Training Partner of Simplilearn Int'l. Accredited Training and Examination Center
