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 — 04:00 PM |
| Weekdays | 10:00 AM — 04:00 PM |
| Weekdays | 10:00 AM — 04:00 PM |
| Weekdays | 10:00 AM — 04:00 PM |
| Weekdays | 10:00 AM — 04:00 PM |
| 10:00 AM — 04:00 PM |
| 10:00 AM — 04:00 PM |
| Weekdays | 10:00 AM — 04:00 PM |
| Weekdays | 10:00 AM — 04:00 PM |
| No. of Days: | 3 |
Here’s a brief overview of what Ciel Academy stands for:
- Global Recognition: Courses like the AWS Solutions Architect Certification are globally recognized, showcasing Ciel Academy commitment to providing quality education that meets international standards.
- Diverse Offerings: From ITIL training to project management and ISO standards, the institute covers a broad spectrum of subjects to cater to various professional needs.
- Flexible Learning: Understanding the need for adaptable schedules, Ciel Academy provides flexible learning options to accommodate the busy lives of professionals.
- Outcome-Focused: The training programs are designed not just to impart knowledge but to ensure practical application, leading to tangible career advancements for participants.
- Community Engagement: Through motivational messages and social media interaction, Ciel Academy maintains a strong connection with its audience, encouraging continuous learning and growth. ...
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