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 Negotiating Contracts Effectively U301 QR Code
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Negotiating Contracts Effectively



This recently updated, the 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 provide 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

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 Audience:

  • 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 in negotiating but want to improve their results

Course Outlines:

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

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