A two day contract negotiation training course, held in London, that will help you negotiate commercial contracts and statements of work that deliver maximum value to your organisation.
Negotiating Commercial Contracts and Statements of Work
Many contract negotiations follow a familiar pattern. Rather than being planned and managed, they ‘occur’, progressing slower than you would like and wasting hours on terms that have little impact. Success or failure is determined subjectively during the months or years after the deal is done. And rather than creating an environment for the delivery of successful deals, these negotiations fritter away goodwill. Devant negotiation training can help break the cycle.
If your organisation sees margins eroded or relationships damaged through poor contract negotiation, our Negotiating Commercial Contracts and Statements of Work two-day course will change the way you negotiate, the way you are perceived as a negotiator, and the delivery outcomes from deals you negotiate – for ever.
Becoming an accomplished ‘deal maker’ ensures you will always be in demand to add value to your company’s negotiations.
This intensive two-day course, endorsed by the International Association of Contract and Commercial Management (IACCM), equips your commercial team to meet these challenges. This course can also be delivered as a tailored in-house workshop.
“A valuable course also for experienced negotiators opening the mind to a new approach of negotiating and way of contracting.”
– Elisabeth Sass, Programme Executive Business Jets at Rolls-Royce
What’s included in this Devant workshop?
Over the course of our interactive two-day ‘Negotiating Commercial Contracts and Statements of Work’ workshop, you will:
- Understand the process of negotiation
- Explore different styles of negotiation
- Identify negotiating objectives (positions vs interests), and develop questioning and listening skills to explore them effectively
- Understand how to identify, create and trade value, solving mutual problems for maximum benefit
- Know how to deal with common negotiating tactics, styles and roadblocks
- Manage stakeholders and team negotiations to avoid ‘own goals’
- Develop skills to transform each negotiation into a source of economic and relationship advantage
- Gain confidence to structure, plan, execute and manage negotiations pro-actively to shorten deal cycle-times
- Improve your practical negotiation skills on email, video/web, telephone and face to face, ensuring each communication channel is used at the right time and in the right way to secure maximum negotiation progress
- Benefit from the latest research in all these areas together with intensive, hands-on opportunities to put your learning into practice
- Build your confidence through practice!
How is this negotiation training course delivered?
This course is intensely practical, so you can apply it immediately to real-life work situations. With a contract-based negotiation case study, you have the opportunity to test your new knowledge and skills as you work through the course, using each negotiation medium at an appropriate point.
In advance of the course, you will receive details of your case study, together with a pseudonym and login details to a webmail account specifically for the training. You will have two weeks to begin your negotiations by email with another delegate, providing valuable insights into your natural communication style and areas for development. Delegates are asked to bring a laptop that is able to run a Citrix client, for the web-based negotiation exercise.
“Fast paced and informative. There is a lot of take on board, but it is greatly enjoyable and you will meet some excellent, like-minded, people.”
– Claire Brown, Commercial Quality Manager, Qube Global
Agenda – Negotiating Commercial Contracts and SoWs
08:45 Coffee and registration
09:00 Objectives for today
What is negotiation? Exploring different approaches to negotiation, and how they contribute to our negotiation strategy:
- Win-Lose – Zero-sum negotiation
- Win-Win – Collaborative negotiation
- Value-added – Introduction to SmartnershipTM negotiation
Interests versus positions: what are they and how do we uncover them?
Exercise: Noughts and Crosses
The key steps in each contract negotiation:
Identifying and understanding your stakeholders
- Are they interested, influential or essential?
- Wants, needs and interests
Exercise: PREPARATION Mapping internal stakeholder interests
10:45 Tools for building value-added negotiations:
- The importance of trust
- Using Cialdini’s six principles of influence to create rapport, build trust and increase collaboration
- Using questioning, answering and listening to build uncover value-generating opportunities
Exercise: EXPLORATION Developing effective questioning skills
13:15 Examining the strengths and weaknesses of email, telephone, web and face to face negotiation:
- The ‘sinister attribution effect’
- Managing limitations and maximising benefits of each medium
- ‘Tacking into the wind’ to use each medium for maximum advantage
- Negotiation etiquette
15:30 Team negotiations
- Roles in the team
- The importance of team preparation
Exercise: NEGOTIATION Team negotiation by teleconference
Wrap-up and Review of Objectives
17:30 END OF DAY 1
08:45 Coffee and registration
09:00 Recap of Day 1
Trading and persuading
- Exploring the ZOPA (Zone of Potential Agreement)
- Choosing your starting point (and understanding the anchoring effect)
- Loss aversion (and how we’re not as rational as we think we are)
- The importance of explaining well (and how visualization can help)
Common Negotiation Tactics and how to deal with them:
- Higher authority
- Good cop, bad cop
- Divide and conquer
- Cherry Picking
- The decoy
10:45 Exercise: NEGOTIATION Testing tactics (face to face)
13:15 Negotiation project management: planning your strategy, your team and your tasks to maximize progress
Valuing negotiation variables – an introduction to NEGOeconomicsTM
Exercise: PREPARATION Reviewing where you are and preparing to negotiate
15:45 Exercise: NEGOTIATION Completing your negotiation (face to face)
Wrap-up and Review of Objectives
17:30 COURSE ENDS