Advanced Contract Negotiation Skills & Techniques For Projects Managers

Systematic Planning and Preparation for Contract Negotiations and Contract Formation are the essential ingredients of project success

Every year large numbers of projects fail to meet their objectives and end up as costly legal battles and protracted disputes between owners and contractors. This is due mainly to the failure of many project and contract managers to systematically apply the skills and techniques required for modern project negotiations

Audience

This course is designed for project managers, contract managers, procurement specialists, suppliers, and other professionals who have the responsibility for negotiating and managing project contracts in both owner and contracting companies

Course objectives

This course will provide you the necessary knowledge and a proven set of methods, processes, tools and techniques to:

Develop an integrated contract negotiations plan
Skillfully negotiate your next contract
Understand and apply the various styles of negotiation
Identify all issues to be negotiated and embed them in the contract
Manage and mitigate risks associated with the project contracts
Understand the influence of personality profiles on the outcomes of the negotiation process
Produce clear and comprehensive project contracts

Course contents

Day-1

Pretest

Introduction to Contract Negotiations

The Ability to Influence
Dealing with Conflict
Good Communication

Primary Negotiation Styles

Competitive Style
Accommodating Style
Avoiding Style
Collaborative Style
Compromising Style

Relationship Awareness Theory

Primary Motivational Patterns
Secondary Motivational Patterns
Relationship between Motivational Patterns and Negotiation
Deployment Strategies
Negotiating with various Personality Types

Day-2

Power and Negotiation

Eight Bases of Power to Influence
Positional Power and its Application
Personal Power and its Application
Understanding Power Games during Negotiation

Stages of Negotiation

Rapport Stage
Exploratory Stage
Negotiation Stage
Closing Stage

Day-3

Preparation for Negotiation

Identifying Issues/interests
Primary and Secondary Issues
Financial/Commercial/Cost Issues
Price, Payment, Delivery Issues
Schedule Issues
Technical Issues
Safety Issues
Three Positions for Negotiation
BATNA (Best Alternative to Negotiated Agreement)
Influencing and Making Concessions
Strategy and Tactics
Preparation – A Systematic Process
The Negotiation Plan

Day-4

Contract Negotiation

Legal Issues
What is a Contract?
Contract Types
Contract Formation
Terms of a Contract
Seller and Buyer Obligations
Content of a Contract
Layout of a Contract
Contract Requirements
Contracting and Risk Management
Compensation Arrangements

Day-5

Contracts types

Fixed Price Contracts
Incentive Contracts
Cost Plus Contracts

Conditions of Contract

General Conditions
Special Conditions
Acceptance and Rejection
Contract Performance
Claims and Disputes

Posttest

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