/  The Essentials of Contracting and Contract Negotiation Training

The Essentials of Contracting and Contract Negotiation Training

BMC Training provides a training course in The Essentials of Contracting and Contract Negotiation in Project , Procurement and Contracts

Course Title
Venue
Start Date
End Date
  • London
    27 - 1 - 2019
    7 - 2 - 2019
  • Madrid
    27 - 1 - 2019
    7 - 2 - 2019
  • Munich
    27 - 1 - 2019
    7 - 2 - 2019
  • Berlin
    27 - 1 - 2019
    7 - 2 - 2019
  • Dubai
    20 - 1 - 2019
    31 - 1 - 2019
  • Paris
    20 - 1 - 2019
    31 - 1 - 2019
  • Hong Kong
    20 - 1 - 2019
    31 - 1 - 2019
  • Kuala Lumpur
    13 - 1 - 2019
    24 - 1 - 2019
  • Rome
    13 - 1 - 2019
    24 - 1 - 2019
  • Rome
    13 - 1 - 2019
    24 - 1 - 2019
  • Barcelona
    13 - 1 - 2019
    24 - 1 - 2019
  • Zurich
    13 - 1 - 2019
    24 - 1 - 2019
  • Istanbul
    6 - 1 - 2019
    17 - 1 - 2019
  • Bali
    6 - 1 - 2019
    17 - 1 - 2019
  • Singapore
    6 - 1 - 2019
    17 - 1 - 2019
  • Istanbul
    24 - 2 - 2019
    7 - 3 - 2019
  • Bali
    24 - 2 - 2019
    7 - 3 - 2019
  • Singapore
    24 - 2 - 2019
    7 - 3 - 2019
  • Kuala Lumpur
    17 - 2 - 2019
    28 - 2 - 2019
  • Rome
    17 - 2 - 2019
    28 - 2 - 2019
  • Rome
    17 - 2 - 2019
    28 - 2 - 2019
  • Barcelona
    17 - 2 - 2019
    28 - 2 - 2019
  • Zurich
    17 - 2 - 2019
    28 - 2 - 2019
  • Dubai
    10 - 2 - 2019
    21 - 2 - 2019
  • Paris
    10 - 2 - 2019
    21 - 2 - 2019
  • Hong Kong
    10 - 2 - 2019
    21 - 2 - 2019
  • London
    3 - 2 - 2019
    14 - 2 - 2019
  • Madrid
    3 - 2 - 2019
    14 - 2 - 2019
  • Munich
    3 - 2 - 2019
    14 - 2 - 2019
  • Berlin
    3 - 2 - 2019
    14 - 2 - 2019
  • London
    17 - 3 - 2019
    28 - 3 - 2019
  • Madrid
    17 - 3 - 2019
    28 - 3 - 2019
  • Munich
    17 - 3 - 2019
    28 - 3 - 2019
  • Berlin
    17 - 3 - 2019
    28 - 3 - 2019
  • Dubai
    10 - 3 - 2019
    21 - 3 - 2019
  • Paris
    10 - 3 - 2019
    21 - 3 - 2019
  • Hong Kong
    10 - 3 - 2019
    21 - 3 - 2019
  • Kuala Lumpur
    3 - 3 - 2019
    14 - 3 - 2019
  • Rome
    3 - 3 - 2019
    14 - 3 - 2019
  • Rome
    3 - 3 - 2019
    14 - 3 - 2019
  • Barcelona
    3 - 3 - 2019
    14 - 3 - 2019
  • Zurich
    3 - 3 - 2019
    14 - 3 - 2019
  • Istanbul
    24 - 3 - 2019
    4 - 4 - 2019
  • Bali
    24 - 3 - 2019
    4 - 4 - 2019
  • Singapore
    24 - 3 - 2019
    4 - 4 - 2019
  • Istanbul
    28 - 4 - 2019
    9 - 5 - 2019
  • Bali
    28 - 4 - 2019
    9 - 5 - 2019
  • Singapore
    28 - 4 - 2019
    9 - 5 - 2019
  • Kuala Lumpur
    7 - 4 - 2019
    18 - 4 - 2019
  • Rome
    7 - 4 - 2019
    18 - 4 - 2019
  • Rome
    7 - 4 - 2019
    18 - 4 - 2019
  • Barcelona
    7 - 4 - 2019
    18 - 4 - 2019
  • Zurich
    7 - 4 - 2019
    18 - 4 - 2019
  • Dubai
    14 - 4 - 2019
    25 - 4 - 2019
  • Paris
    14 - 4 - 2019
    25 - 4 - 2019
  • Hong Kong
    14 - 4 - 2019
    25 - 4 - 2019
  • London
    21 - 4 - 2019
    2 - 5 - 2019
  • Madrid
    21 - 4 - 2019
    2 - 5 - 2019
  • Munich
    21 - 4 - 2019
    2 - 5 - 2019
  • Berlin
    21 - 4 - 2019
    2 - 5 - 2019
  • London
    12 - 5 - 2019
    23 - 5 - 2019
  • Madrid
    12 - 5 - 2019
    23 - 5 - 2019
  • Munich
    12 - 5 - 2019
    23 - 5 - 2019
  • Berlin
    12 - 5 - 2019
    23 - 5 - 2019
  • Dubai
    5 - 5 - 2019
    16 - 5 - 2019
  • Paris
    5 - 5 - 2019
    16 - 5 - 2019
  • Hong Kong
    5 - 5 - 2019
    16 - 5 - 2019
  • Kuala Lumpur
    19 - 5 - 2019
    30 - 5 - 2019
  • Rome
    19 - 5 - 2019
    30 - 5 - 2019
  • Rome
    19 - 5 - 2019
    30 - 5 - 2019
  • Barcelona
    19 - 5 - 2019
    30 - 5 - 2019
  • Zurich
    19 - 5 - 2019
    30 - 5 - 2019
  • Istanbul
    26 - 5 - 2019
    6 - 6 - 2019
  • Bali
    26 - 5 - 2019
    6 - 6 - 2019
  • Singapore
    26 - 5 - 2019
    6 - 6 - 2019
  • Istanbul
    9 - 6 - 2019
    20 - 6 - 2019
  • Bali
    9 - 6 - 2019
    20 - 6 - 2019
  • Singapore
    9 - 6 - 2019
    20 - 6 - 2019
  • Kuala Lumpur
    16 - 6 - 2019
    27 - 6 - 2019
  • Rome
    16 - 6 - 2019
    27 - 6 - 2019
  • Rome
    16 - 6 - 2019
    27 - 6 - 2019
  • Barcelona
    16 - 6 - 2019
    27 - 6 - 2019
  • Zurich
    16 - 6 - 2019
    27 - 6 - 2019
  • Dubai
    23 - 6 - 2019
    4 - 7 - 2019
  • Paris
    23 - 6 - 2019
    4 - 7 - 2019
  • Hong Kong
    23 - 6 - 2019
    4 - 7 - 2019
  • London
    2 - 6 - 2019
    13 - 6 - 2019
  • Madrid
    2 - 6 - 2019
    13 - 6 - 2019
  • Munich
    2 - 6 - 2019
    13 - 6 - 2019
  • Berlin
    2 - 6 - 2019
    13 - 6 - 2019
  • London
    7 - 7 - 2019
    18 - 7 - 2019
  • Madrid
    7 - 7 - 2019
    18 - 7 - 2019
  • Munich
    7 - 7 - 2019
    18 - 7 - 2019
  • Berlin
    7 - 7 - 2019
    18 - 7 - 2019
  • Dubai
    14 - 7 - 2019
    25 - 7 - 2019
  • Paris
    14 - 7 - 2019
    25 - 7 - 2019
  • Hong Kong
    14 - 7 - 2019
    25 - 7 - 2019
  • Kuala Lumpur
    21 - 7 - 2019
    1 - 8 - 2019
  • Rome
    21 - 7 - 2019
    1 - 8 - 2019
  • Rome
    21 - 7 - 2019
    1 - 8 - 2019
  • Barcelona
    21 - 7 - 2019
    1 - 8 - 2019
  • Zurich
    21 - 7 - 2019
    1 - 8 - 2019
  • Istanbul
    28 - 7 - 2019
    8 - 8 - 2019
  • Bali
    28 - 7 - 2019
    8 - 8 - 2019
  • Singapore
    28 - 7 - 2019
    8 - 8 - 2019
  • Istanbul
    4 - 8 - 2019
    15 - 8 - 2019
  • Bali
    4 - 8 - 2019
    15 - 8 - 2019
  • Singapore
    4 - 8 - 2019
    15 - 8 - 2019
  • Kuala Lumpur
    11 - 8 - 2019
    22 - 8 - 2019
  • Rome
    11 - 8 - 2019
    22 - 8 - 2019
  • Rome
    11 - 8 - 2019
    22 - 8 - 2019
  • Barcelona
    11 - 8 - 2019
    22 - 8 - 2019
  • Zurich
    11 - 8 - 2019
    22 - 8 - 2019
  • Dubai
    18 - 8 - 2019
    29 - 8 - 2019
  • Paris
    18 - 8 - 2019
    29 - 8 - 2019
  • Hong Kong
    18 - 8 - 2019
    29 - 8 - 2019
  • London
    25 - 8 - 2019
    5 - 9 - 2019
  • Madrid
    25 - 8 - 2019
    5 - 9 - 2019
  • Munich
    25 - 8 - 2019
    5 - 9 - 2019
  • Berlin
    25 - 8 - 2019
    5 - 9 - 2019
  • London
    22 - 9 - 2019
    3 - 10 - 2019
  • Madrid
    22 - 9 - 2019
    3 - 10 - 2019
  • Munich
    22 - 9 - 2019
    3 - 10 - 2019
  • Berlin
    22 - 9 - 2019
    3 - 10 - 2019
  • Dubai
    1 - 9 - 2019
    12 - 9 - 2019
  • Paris
    1 - 9 - 2019
    12 - 9 - 2019
  • Hong Kong
    1 - 9 - 2019
    12 - 9 - 2019
  • Kuala Lumpur
    8 - 9 - 2019
    19 - 9 - 2019
  • Rome
    8 - 9 - 2019
    19 - 9 - 2019
  • Rome
    8 - 9 - 2019
    19 - 9 - 2019
  • Barcelona
    8 - 9 - 2019
    19 - 9 - 2019
  • Zurich
    8 - 9 - 2019
    19 - 9 - 2019
  • Istanbul
    15 - 9 - 2019
    26 - 9 - 2019
  • Bali
    15 - 9 - 2019
    26 - 9 - 2019
  • Singapore
    15 - 9 - 2019
    26 - 9 - 2019
  • Istanbul
    20 - 10 - 2019
    31 - 10 - 2019
  • Bali
    20 - 10 - 2019
    31 - 10 - 2019
  • Singapore
    20 - 10 - 2019
    31 - 10 - 2019
  • Kuala Lumpur
    27 - 10 - 2019
    7 - 11 - 2019
  • Rome
    27 - 10 - 2019
    7 - 11 - 2019
  • Rome
    27 - 10 - 2019
    7 - 11 - 2019
  • Barcelona
    27 - 10 - 2019
    7 - 11 - 2019
  • Zurich
    27 - 10 - 2019
    7 - 11 - 2019
  • Dubai
    6 - 10 - 2019
    17 - 10 - 2019
  • Paris
    6 - 10 - 2019
    17 - 10 - 2019
  • Hong Kong
    6 - 10 - 2019
    17 - 10 - 2019
  • London
    13 - 10 - 2019
    24 - 10 - 2019
  • Madrid
    13 - 10 - 2019
    24 - 10 - 2019
  • Munich
    13 - 10 - 2019
    24 - 10 - 2019
  • Berlin
    13 - 10 - 2019
    24 - 10 - 2019
  • London
    3 - 11 - 2019
    14 - 11 - 2019
  • Madrid
    3 - 11 - 2019
    14 - 11 - 2019
  • Munich
    3 - 11 - 2019
    14 - 11 - 2019
  • Berlin
    3 - 11 - 2019
    14 - 11 - 2019
  • Dubai
    17 - 11 - 2019
    28 - 11 - 2019
  • Paris
    17 - 11 - 2019
    28 - 11 - 2019
  • Hong Kong
    17 - 11 - 2019
    28 - 11 - 2019
  • Kuala Lumpur
    3 - 11 - 2019
    14 - 11 - 2019
  • Rome
    3 - 11 - 2019
    14 - 11 - 2019
  • Rome
    3 - 11 - 2019
    14 - 11 - 2019
  • Barcelona
    3 - 11 - 2019
    14 - 11 - 2019
  • Zurich
    3 - 11 - 2019
    14 - 11 - 2019
  • Istanbul
    10 - 11 - 2019
    21 - 11 - 2019
  • Bali
    10 - 11 - 2019
    21 - 11 - 2019
  • Singapore
    10 - 11 - 2019
    21 - 11 - 2019
  • Istanbul
    15 - 12 - 2019
    26 - 12 - 2019
  • Bali
    15 - 12 - 2019
    26 - 12 - 2019
  • Singapore
    15 - 12 - 2019
    26 - 12 - 2019
  • Kuala Lumpur
    22 - 12 - 2019
    2 - 1 - 2020
  • Rome
    22 - 12 - 2019
    2 - 1 - 2020
  • Rome
    22 - 12 - 2019
    2 - 1 - 2020
  • Barcelona
    22 - 12 - 2019
    2 - 1 - 2020
  • Zurich
    22 - 12 - 2019
    2 - 1 - 2020
  • Dubai
    1 - 12 - 2019
    12 - 12 - 2019
  • Paris
    1 - 12 - 2019
    12 - 12 - 2019
  • Hong Kong
    1 - 12 - 2019
    12 - 12 - 2019
  • London
    8 - 12 - 2019
    19 - 12 - 2019
  • Madrid
    8 - 12 - 2019
    19 - 12 - 2019
  • Munich
    8 - 12 - 2019
    19 - 12 - 2019
  • Berlin
    8 - 12 - 2019
    19 - 12 - 2019

Introduction

The course will help delegates to develop their ability to negotiate contracts effectively. It will equip them with a range of interpersonal skills, and appreciation of the elements of planning and objective setting in negotiations. There will be an opportunity for delegates to carry out a self-assessment of their skills in key areas of negotiation including team negotiations.

Every day significant monies are made and lost by organizations as a result of the contractual terms and conditions governing contracts for the purchase of goods, equipment, and services. Since all business activities are governed by contractual relationships, it is increasingly important for all those dealing with outside organizations to have an understanding of how to obtain the best possible agreement for their organization.

This course will feature:

  • How contracts are created and the main clauses that appear in contracts
  • Alternative contracting strategies and structures
  • Methods to be used in negotiating contracts
  • Commercial issues arising from business agreements written in the English language
  • Negotiating  contractual variations and claims

Objectives

  • Understand how contracts are formed
  • Explain how to use contract provisions to reduce the risk of disputes
  • Understand the impact dispute may have on relationships over the long term
  • Describe the use of strategies to resolve the causes of disputes
  • Improve appreciation of legal issues in contracts and develop new skills in negotiation.

Content

Day One

How contracts are formed

  • The reasons for using contracts
  • Basic principles in contract formation
  • Examples of formalities for contract formation
  • Authority to sign a contract and the principles of agency
  • Basic contractual structures
  • Use of different types of contract for different business models

Day Two

Main contract provisions and associated issues: managing risk

  • Hierarchy of contract terms
  • Warranty, Indemnity and Insurance provisions
  • Distribution of risk and performance obligations
  • Termination, suspension and force majeure
  • Selecting the appropriate law to govern the contract
  • Collateral warranties and entire agreement

Day Three

Changes and Variations

  • Changes to the contract
  • Transfer of rights: assignment and novation
  • Variation to the scope of work and variations clauses
  • Controlling and managing change
  • Minimising Claims and Disputes
  • Delay and disruption

Day Four

Standardising Contractual Documents and Securitising Performance

  • Use of standard form contractual documents
  • International standard form agreements
  • Bonds, guarantees and letters of assurance
  • Managing payment risk
  • Reservation of ownership
  • Remedies for default – rework,  re-performance, damages, penalties and performance

Day Five

Dispute Resolution and Conflict Management

  • Using contracts to avoid disputes
  • Tiered dispute resolution mechanisms
  • The Contract clause to encourage negotiation
  • Litigation and Arbitration
  • Modern dispute resolution processes including mediation
  • Course review and analysis

Day Six

Fundamentals of Negotiation

  • Negotiation defined
  • Disputes and the need for resolution
  • Place of negotiation in the contractual resolution process
  • Commercial impact of the breakdown of negotiations
  • Best Alternative To a Negotiated Agreement (BATNA)
  • The four phase process of negotiation

Day Seven

The Negotiator’s Toolbox

  • Preparation
  • Information needs
  • Drafting your proposal which will open the discussion
  • The negotiation discussion phase
  • Bargain and Close
  • Negotiating position setting

Day Eight

Negotiating Styles, Tactics and Ploys

  • Cultural & international issues
  • Red, Purple & Blue negotiators
  • Non-verbal communication and the interpretation of body language
  • Make time your friend
  • Silence and ploys as tactics and how to respond effectively

Day Nine

Personal Fitness and Dealing with Difficult Negotiations

  • Interests, positions and escalation
  • Stakeholder power behind the interests in negotiation
  • Negotiator as a Mediator
  • Team negotiations
  • Proposals and persuasion

Day Ten

Putting it all into practice

  • Negotiation case study
  • Team allocation and simulation exercise
  • Analysis of performance
  • The Do’s and Don’ts of Negotiating
  • Improving what we do - action planning

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