Effective Contract Negotiation

• Executives managing or negotiating agreements
• Commercial managers
• Contracts managers and executives
• Finance managers
• Sales support team members
• Purchasing and procurement managers and executives
• Business Development Managers
• Legal professionals
• Anyone seeking to negotiate the best deal on contracts

For delegates to:

• Recognise the importance of research and planning before any negotiation
• Identify the tactics commonly employed in negotiations
• Gain an insight into different negotiation styles
• Develop their own personal styles of negotiating
• Ensure that they can identify, manage and turn differences into a commercial advantage

Effective contract negotiation is at the heart of commercial success. The art of contract negotiation is just as important for the support team as it is for the up-front negotiator.

This course enables delegates to successfully negotiate contracts, deals and disputes while maintaining good relationships with the other party and their advisers. The course covers a variety of effective negotiating skills and styles coupled with a detailed analysis of negotiating techniques.

The course also addresses how to negotiate a settlement of a dispute that may arise whilst the contract is in operation. The course gives the opportunity for delegates to test their own skills through the use of interactive methods including case studies, workshops, practical exercises and feedback from the training consultant.

• Executives managing or negotiating agreements
• Commercial managers
• Contracts managers and executives
• Finance managers
• Sales support team members
• Purchasing and procurement managers and executives
• Business Development Managers
• Legal professionals
• Anyone seeking to negotiate the best deal on contracts

For delegates to:

• Recognise the importance of research and planning before any negotiation
• Identify the tactics commonly employed in negotiations
• Gain an insight into different negotiation styles
• Develop their own personal styles of negotiating
• Ensure that they can identify, manage and turn differences into a commercial advantage

1. What is negotiation?

• Different types of negotiation
• Underlying tensions
• Who is negotiating?
• Why negotiate
• BATNAs and WATNAs
• The other parties’ expectations

2. Overview of negotiating approaches

(a) Streetwise Tactical Ploys

• How to recognise them
• How to counter them effectively
• Why they are outdated

(b) Principled Negotiation

• Getting to Yes
• Getting past No
• What kind of ‘No’ is it?

(c) Psychological Categorisation

• The art of communication
• Using Neuro-linguistic programming to your advantage

3. Negotiation Styles and Ethics

• People
• Interests
• Options
• Criteria

4. Negotiating Strategies

• Planning a negotiation
• Desk Research
• Adopting a win-win approach
• Consider a no deal solution
• Aim high
• Using simple language
• Ask questions and then listen
• Build solid relationships
• Maintain personal integrity
• Conserve concessions
• Be patient
• Being aware of cultural differences

5. Manipulative Ploys

• How not to be hoodwinked
• Examples analysed
• Solutions discussed

6. Creative Problem Solving

• Blue sky thinking
• Looking for a third way
• A fresh approach
• Redefining the problem
• Looking for overlapping interests

7. Negotiating with Difficult People

• Exploring their BATNAs and WATNAs
• What lies behind the hostility?
• Dealing with anger
• Building bridges
• Making it hard for them to refuse

8. Excellent Communication

• The power of non-verbal messages
• How to interpret body language
• Vocal quality
• Verbal communication
• How to adopt a persuasive style
• The power of silence – the Art of doing nothing

9. Cultural Factors

• How to research
• How to prepare
• Gifts, courtesies and bribes
• Concepts of time – managing expectations

10. Negotiating by Different Methods

• Successful telephone negotiation
• Tips for successful meetings
• Putting your message across by email
• Negotiating the draft contract
• The final draft of the agreement
• Negotiating with head office and your own team

11. Negotiating out of a dispute

• Finding a win-win solution
• Playing devil’s advocate
• Strategy in the context of a litigation
• Overcoming power inbalances
• Preserving the ongoing contract
• What it takes to close a deal

We run our Effective Contract Negotiation open course regularly throughout the year.

Click on any of the dropdown items below to find out more about our Effective Contract Negotiation open course.

You can view full booking terms and conditions here.

If you would prefer to, or if your question is not answered below, you can just pick up the phone and call us on 0845 130 5714 or email info@contractlawtraining.co.uk.

Are you interested in running this course for your team or organisation?

Our contract negotiation courses can be delivered on an in-company basis for up to 15 people.

All in-company courses are tailored to meet the unique circumstances of the client organisation and delegates. We will take as much time as necessary upfront to understand your contract challenges and the scenarios which will be most relevant to your delegates.

We can put the focus on any area of contract law and make reference to your contracts throughout the course. On an in-company basis delegates get the opportunity to spend time consulting with one of the UK’s leading business contract law practitioners on what contract law means to them and their organisation.

From the outset we will provide you with expert advice and you will be assigned your own personal training adviser who will stay with you throughout the process.

Every team is different so we will provide you with a tailored training programme, designed around your team’s needs and focused on your desired outcomes.

All courses are followed up by a full training evaluation report and certificates of learning for each delegate. For groups of up to 15 delegates per course, our in-company training is a very cost-effective way to develop your people and improve team performance.

Get in touch today for a full quotation to suit your budget.

To discuss your requirements in more detail with one of our friendly advisers please call on 0845 130 5714 or email one of the team at info@contractlawtraining.co.uk.

Alternatively you can complete the short contact form below.