An Intensive 5-day Training Course
Negotiating and Contracting in Procurement & Supply
Developing Key Skills in Creating Effective Contracts
CLASSROOM DATES
INTRODUCTION
One of the core business competences is the ability to negotiate effective agreements. Individuals and teams that negotiate with customers and contractors can contribute to the development of better external commercial relationships. The teams involved in purchasing and contract management in particular can generate competitive advantages for their company. However, they need to be aware of the strategies and tactics others may attempt to use that could lead to less favourable outcomes.
This engaging and immersive Negotiating and Contracting in Procurement & Supply training course will help participants get to grips with all the key issues concerned with contract creation and negotiation within a customer-supplier relationship. The training course will make extensive use of role-play and other participative techniques, so that delegates get the chance to practice the tips and avoid the traps that can arise in the creation of commercial agreements.
Participants on EuroMaTech’s training course will develop the following competencies:
- Understand the legal issues that relate to formation of contracts
- Understand the principles and alternative strategies for the negotiation of commercial agreements
- Understand how to prepare for negotiations with contractors and suppliers
- Understand the key negotiation issues around costs and prices
- Understand how commercial negotiations may be undertaken
TRAINING OBJECTIVES
This EuroMaTech’s training course aims to achieve the following objectives:
- Refresh participants’ knowledge about the contracting process
- Review the documentary contents of legally-binding agreements
- Learn the necessary elements to form a contract
- Recognise the role of contract terms in managing commercial risks
- Differentiate between alternative negotiation styles, and understand their benefits and disadvantages
- Plan a negotiation and then implement the plan
- Practice tools and techniques to reach agreements
- Analyse costs and prices for the purpose of a negotiation
- Apply negotiation skills at different times and stages of the contracting cycle
WHO SHOULD ATTEND?
The training course is suitable for a wide range of professionals employed in procurement and supply chain management, but it will be particularly beneficial to:
- Contract Team Leaders and Administrators
- Contract Engineers and other Contract Professionals
- Project Managers and Coordinators
- Specifiers and Buyers
- Procurement Executives
- Service Delivery Professionals
- Anyone who uses negotiation as a business tool with contractors, external suppliers, customers or commercial partners
TRAINING METHODOLOGY
In the Negotiating and Contracting in Procurement & Supply training course, the facilitator will deploy a full range of dynamic and interactive training methods, including practical negotiation exercises, role plays, case studies, question and answer sessions and discussion groups. Each topic will be underpinned by a presentation that highlights key issues to focus on.
The learning experience will be supported by training materials containing reference examples. Participants must be prepared to participate in the exercises and receive personal feedback on their performance. Discussions will cover current negotiation practices and how these can be applied ‘on the job’.
TRAINING SUMMARY
Negotiating and Contracting in Procurement & Supply training course is a fast paced but content-rich training course, developed for business people who need to develop enforceable and commercially effective negotiated agreements. It expects that participants already need to operate within the context of customer-supplier relationships and that they desire to become better negotiators. >Check: Purchasing & Supply Chain Training Courses
TRAINING OUTLINE
Day 1 – Governing Issues Relating to Contract Creation
- The process of getting to a contract
- What documents make up a typical commercial agreement?
- The inter-relationship between the different contract parts
- Types of commercial agreements between customers and suppliers
- Legal rules that turn agreements into binding contracts
- Managing commercial risk using contract terms
Day 2 – Principles of Contract Negotiation
- Alternative strategies to negotiate successful agreements
- Using Distributive negotiation to drive the bargaining process
- Benefits and Pitfalls of win-lose approaches
- Using Integrative negotiation to address underlying interests
- Benefits and Pitfalls of seeking the ‘win-win’
- BATNA – Developing a Plan B
Day 3 – Practical Tools and Techniques to Prepare for Commercial Negotiations
- Planning the negotiation
- Analysing sources of power in the relationship
- Setting negotiation objectives
- Defining roles and responsibilities
- Obtaining the mandate to negotiate
- Practising key skills to improve outcomes
Day 4 – Analysing and Negotiating Costs and Prices
- Costs and prices – what’s the difference?
- Cost based pricing techniques
- Pricing approaches - the market dimension
- Using cost breakdowns and open book information in the negotiation
- Negotiating prices using cost and price analysis
- Linking pricing to other negotiable elements
Day 5 – Using Negotiation in Contract Development and Management
- Negotiation opportunities within the contracting cycle
- Making Proposals and bargaining to transfer contract risks
- Developing better contract terms through negotiation
- Negotiation of contract variations and Change Orders
- Negotiation in claims and disputes
- Using third parties to facilitate a negotiated settlement
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ACCREDITATION
EuroMaTech is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.NASBARegistry.org.
Euromatech is a Knowledge & Human Development Authority (KHDA) approved training institute in Dubai, licensed and approved to deliver training courses in the UAE.
The KHDA is the regulatory authority in the UAE, that oversees administering, approving, supervising, and controlling the activities of various education providers in the UAE. We are proud of our commitment to ensuring quality training courses and status as a KHDA-approved training provider.
FAQ
Do you provide assistance with hotel accommodation?
Yes, we can assist you with the following:
- Corporate Discount: If available, we can extend our corporate discount for your stay at selected hotels.
- Hotel Suggestions: We can provide recommendations for nearby hotels based on your preferences and budget.
Feel free to explore online booking platforms for the most cost-effective options.
Do you offer customized training for organizations?
Yes, we provide tailored training solutions designed to meet the specific needs of your organization. Customized courses can be delivered either in-person or online, and you can select the dates and duration that best fit your schedule. For more details, please contact us at [email protected]
What types of training formats do you offer?
We provide two flexible training formats to suit your preferences:
- Classroom Training: Experience in-person learning with expert instructors. Engage in interactive discussions, hands-on activities, and benefit from face-to-face networking.
- Online Training: Join live online sessions from anywhere, offering flexibility for those with busy schedules or who prefer remote learning.
- In-House Training: We can bring our training directly to your organization, allowing for tailored sessions that address your specific needs and objectives.
Can you assist with visa arrangements?
Yes, we can help by issuing an official Letter of Invitation once you’ve confirmed your training registration, which can assist in your visa application process.
Who will be the senior consultant leading the training?
We are happy to share the profiles of our expert instructors. To learn more about their qualifications and experience, please contact us [email protected]
