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Conferences


Contracts: Reading, Writing and Negotiating


REF: C8006  DATES: 18 - 22 Feb 2018  VENUE: Kuala Lumpur (Malaysia)-Royale Chulan Hotel  FEE: 4500 

Overview:

Program Objectives:

By the end of the program, participants will be able to:

  • Recognize the importance of developing a solid Scope of Work and the implications of failing to do so.
  • Decide when to negotiate, as opposed to tendering.
  • Plan and conduct several contract-related negotiations.
  • Use communication and planning skills that will allow reaching a win-win outcome.
  • Successfully negotiate Contractual Claims and Change Orders.

 

This Program is designed for:

Those involved in contract and/or business related negotiations. The program will also benefit those involved in negotiating the procurement of manpower and the purchasing of material supplies. This program is worth 25 NASBA CPEs.

Program Outline:

Developing the Scope of Work

  • Must and Want Criteria
  • Assigning Weights
  • Avoiding Pitfalls through Internal and External Research
  • Evaluating Your Market

When to Negotiate and When to Tender

  • Know Your Company Policy and Practices
  • Evaluate the Situation
  • Justify Negotiation and/or Single Sourcing

The Secrets to Effective Negotiation:

  • Planning
  • Communication
  • Making and Accepting Concessions (Conditional)
 

Principled Negotiation (The Harvard Model)

  • Separate People from Problem
  • Focus on Interests, not Positions
  • Invent Options
  • Use Objective Criteria

Planning: The Key to Win-Win Negotiation

  • The Planning Form
  • Different Pricing Strategies
  • Bases of Power
  • Negotiating Terms and Conditions
  • Negotiating Prices

Negotiating Claims and Change Orders

  • Contingency Funds in the Contract Price
  • Evaluating Validity of a Claim
  • Determining Necessity of a Change Order
  • Authorizing Extra Funds
  • Time Extension
  • Change Rates
  • Standby Rates

 

COURSE DATES
18 - 22 Feb 2018
COURSE REF
C8006
VENUE
Kuala Lumpur (Malaysia)
Address
Royale Chulan Hotel
COURSE FEE
4500 

Royale Chulan Hotel

Royale Chulan Hotel

COURSE REF: C8006

Contracts: Reading, Writing and Negotiating

Kuala Lumpur (Malaysia)

COURSE DATES: 18 - 22 Feb 2018
Address: Royale Chulan Hotel
COURSE FEE: 4500 

BOOKING INQUIRY
 

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