Successful Contract Negotiations

ICTD International Centre for Training and Development

What are the topics?

ICTD International Centre for Training and Development

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Read more about Marketing

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Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

Who should attend

This course is designed to be relevant to all levels of staff, and can be adjusted to suit the specific participants.

About the course

If there is one skill which improves performance more than any other it is the ability to negotiate. Not simply to negotiate prices with customers or suppliers, but to negotiate away problems with colleagues, to create and pursue business opportunities and to establish value-added relationships.

Course Objectives

This programme will help participants to:

  • Understand what makes a good negotiator
  • Develop their innate negotiating skills
  • Anticipate, and overcome, standard tactics that may be used against them
  • Plan for their next big negotiation
  • Make a more effective contribution to team negotiations
  • Handle difficult negotiations with confidence
  • Achieve better results

Course Outline

Characteristics of effective negotiators

  • Common negotiating errors
  • Typical buyer negotiating habits … and how they are dealt with
  • Secrets of success
  • Anatomy of an accomplished negotiator

Self-analysis

  • Understanding the data
  • The profile of the typical purchasing negotiator and the accomplished negotiator
  • Interpreting the information
  • Prioritizing results

Dealing with imbalances of power in negotiation

  • Forms and sources of power
  • Dealing with monopoly sources of supply and suppliers’ markets
  • Creating a BATNA
  • Neutralizing power

Overcoming resistance and difficult personalities

  • The CPC concept
  • Lessons from behavioral analysis
  • The concept of Emotional Intelligence – and how to use it
  • Dealing with difficult people – from suppliers and your own organization

Negotiating tricks and traps – and how to deal with them

  • The top ten dirty tricks
  • Neutralizing approaches
  • How sales people are trained to negotiate

Planning negotiations with limited time available

  • Planning essentials
  • Being unprepared – how to make it look good
  • Using limited time to advantage

Managing team negotiations

  • Managing non-purchasing colleagues in the negotiating team
  • Creating a unified approach
  • Identifying team roles for difficult circumstances

Staying in control

  • Control techniques
  • Avoiding dominance
  • Dealing with control ‘freaks’

The negotiation rehearsal

  • Planning for a real forthcoming negotiation
  • Understanding the alternative approaches possible
  • Rehearsing the negotiation

Course Methodology

A variety of methodologies will be used during the course that includes:

  • (30%) Based on Case Studies
  • (30%) Techniques
  • (30%) Role Play
  • (10%) Concepts
  • Pre-test and Post-test
  • Variety of Learning Methods
  • Lectures
  • Case Studies and Self Questionaires
  • Group Work
  • Discussion
  • Presentation

Videos and materials

Successful Contract Negotiations at ICTD International Centre for Training and Development

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Marketing

During Marketing courses, you will learn how to develop a business idea and create the right website to promote your product. You will gain the skills to analyze your business performance and make key decisions that improve the efficiency of your bus...

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.