Course: Negotiating Contracts Effectively

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

The Scandinavian Academy for Training and Development employs modern methods in training and skills development, enhancing the efficiency of human resource development. We follow these practices:

• Theoretical Lectures: 
  • We deliver knowledge through advanced presentations such as PowerPoint and visual materials, including videos and short films.
• Scientific Assessment:
  • We evaluate trainees skills before and after the course to ensure their progress.
• Brainstorming and Interaction: 
  • We encourage active participation through brainstorming sessions and applying concepts through role play.
• Practical Cases:
  • We provide practical cases that align with the scientific content and the participants specific needs.
• Examinations: 
  • Tests are conducted at the end of the program to assess knowledge retention.
• Educational Materials:
  • We provide both printed and digital scientific and practical materials to participants.
• Attendance and Final Result Reports:
  • We prepare detailed attendance reports for participants and offer a comprehensive program evaluation.
• Professionals and Experts: 
  • The programs scientific content is prepared by the best professors and trainers in various fields.
• Professional Completion Certificate: 
  • Participants receive a professional completion certificate issued by the Scandinavian Academy for Training and Development in the Kingdom of Sweden, with the option for international authentication.
• Program Timings:
  • Training programs are held from 10:00 AM to 2:00 PM and include coffee break sessions during lectures.

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.