Negotiating Contracts Effectively

Introduction:

This recently updated, comprehensive course will enhance delegates’ ability to negotiate effectively - a critical competency for internal and external business negotiations. It will equip them with a detailed understanding of the negotiation process and an appreciation of the elements of planning a strategy to achieve workable solutions and success. It covers the key stages of negotiation, considers how disputes arise, and provides delegates with the skills to follow a structured process to achieve results. The delegates will be introduced to different negotiation styles, tactics and at the same time learn how to recognize and counter them effectively

Targeted Groups:

• Personnel from a wide range of ‘results-based’ business disciplines
• Company representatives who are engaged in national and international negotiations
• Departmental heads with the responsibility to drive change through collaboration
• Those who have a current or planned negotiation with internal as well as external “suppliers or customers”
• Delegates with experience of negotiating but want to improve their results

Course Objectives:

At the end of this course the participants will be able to:

• Demonstrate their understanding of the significance of planning and objective setting
• Understand how to use interpersonal skills effectively during a negotiation
• Describe how to achieve ‘win-win’ outcomes within the bargaining process
• Identify the causes of disagreements & disputes and prevent escalation
• Describe the use of strategies to resolve the causes of disputes

Targeted Competencies:

• The key stages and terms used when describing the negotiation process
• Planning strategically for negotiation
• Power and communication models used in negotiation
• The importance of influencing skills and team dynamics when negotiating
• Responding effectively to harsh and aggressive tactics

Course Content:

Unit 1: Finding a Collaborative Position When Aiming for Agreement:

• The basis of a negotiated settlement
• Disputes and the need for resolution
• The place of negotiation in the contractual resolution process
• Distributive and integrative approach to negotiations
• Emotion, understanding and perceptions                                         
• Ethics and the impact on the negotiation process

Unit 2: Strategic Approaches to Negotiating Required Outcomes:

• Preparation and goal setting to maintain focus
• The key stages in planning a negotiation
• Information needs and sources of negotiation power
• Taking positions during the negotiation process
• Drafting your proposal which will open the discussion
• The discussion and importance of timing when closing deals

Unit 3: Negotiation Relationships and Team Dynamics:

• Non-verbal communication and the interpretation of body language
• Communication skill models used in negotiation                 
• Proposals, influence and persuasion
• Establishing commitment
• Building the negotiating team
• Managing multi-party negotiations                           

Unit 4: The Impact of Culture on the Negotiation Process:

• Interests, positions and escalation
• Why are international negotiations different?                                             
• The influence of culture on negotiation                                                      
• Stakeholder power behind the interests in negotiation
• Ploys and tactics and how to respond effectively
• Negotiation best practice

Unit 5: Resolving Differences and Difficult Situations:

• The negotiator as a mediator in the process
• Handling difficult negotiators
• Negotiation case study
• Team allocation and simulation exercise
• The Do’s and Don’ts of Negotiating
• Improving what we do - action planning