Negotiating Contracts Successfully
Why Attend
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 in order 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 a number of 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:
1. Recognize the important role of negotiation in developing a solid contract and the implications of failing to do so
2. Identify fundamental concepts of successful negotiations including problem solving, communication, and planning techniques that will help in achieving a win-win outcome
3. Plan and conduct several contract related negotiations in a formal structured manner
4. Outline critical provisions in the scope of work and explore collaborative approaches to secure agreements on these provisions
5. Negotiate contractual claims and change orders in order 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. Ciel Consulting is assigned as a Registered Educational Provider (REP) with the Project Management Institute (PMI®). This program is worth 30 PDUs.
Target Competencies
I. Negotiating contracts
II. Contract preparation
III. Handling claims
IV. Change management
V. Technical terms and conditions
VI. Contract administration
Associations
Project Management Institute (PMI)® : Ciel Consulting is designated as a Registered Educational Provider (R.E.P.) with the Project Management Institute (PMI)®. As a result, Ciel Consulting is authorized to issue Category Three Professional Development Units (PDU) that can be used for the authorization to take the Project Management Professional (PMP)® certification exam and for maintaining the PMP credentials.
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

Location & Date
Ciel Consulting reserves the right to alter dates, content, venue and trainer.

Course Outline
i. Principles of contracts
ii. Elements of a contract;Purpose of contracting
iii. Stages in contract development
iv. Contracting plans and strategies
v. Contracting methods
vi. When to negotiate and when to tender
vii. Negotiating principles
viii. Concept of negotiation
ix. Secrets of a successful negotiation
x. Best Alternative to a Negotiated Agreement (BATNA)
1. Communicating effectively
2. The negotiating style profile
3. Principled negotiation
4. Separating people from problem
5. Focusing on interests not positions
6. Inventing options for mutual gains; Using objective criteria