The British Academy for Training and Development offers a professional training course in Contract Management Principles & Practices / Negotiation for Project Managers. Negotiation skills are invaluable skills for project managers. In addition to negotiating contracts with vendors and contractors, you must negotiate effectively with stakeholders, customers, and team members throughout the life of the project. This course is highly interactive experience of his explores the dynamics, processes, and techniques of internal and external negotiation situations facing project managers. With short lectures and lengthy exercises, this course gives you one-on-one negotiating experience. Analyse your negotiating style and the negotiating style of your opponents, and learn how to resolve conflicts and turn them into advantages to negotiate more effectively. You'll also learn how to negotiate efficient cost and schedule performance and achieve timely success. Receive coaching and feedback from your instructor and other participants. By the end of the course, you will be able to explore the dynamics of both competitive and collaborative negotiation models and some implications of team negotiations. Not only will you learn new skills, but you will also gain experience applying them in real-life situations.

To ensure you maintain and build these new skills, the course includes a personal action plan designed to capture your own key points of learning throughout the course. It also helps ensure that new knowledge and skills are integrated into your personal and professional life.

Who should attend? 

• Professionals from other areas who work with project managers or anyone seeking career development in project management.
• Project leaders.
• Project Team Members.
• Project Assistants.
• New Project Managers.

How attendees will benefit? 

After completion of the course, delegates will understand: 

• Choose the right contract type for your project.
• Identify contract components and understand the end-to-end process.
• Decipher contract ‘legalese’.
• Choose the offer that gives the buyer the best value.
• Agree on goals, requirements, plans and specifications.
• Modify the contract by negotiating favourable terms.
• Applying the 10 Rules of Contract Interpretation to Project Disputes.
• Properly manage contracts and understand when and how to cancel before or after completion.
• Develop efficient and effective methods for preparing and conducting negotiations, taking into account the structure of naturally occurring negotiations.
• Consider negotiations in the context of project management.
• Identify negotiation skills to capitalize on strengths and minimize weaknesses.
• Gain insights on how to better manage yourself, your emotions, and your relationships to reach firm agreements.
• Expand your knowledge and skills in complex and difficult negotiating situations.

• What is Negotiation?
• Negotiation Types.
• Contract Law.
• Underlying Tensions.
• Why Negotiate?
• BATNAs and WATNAs.
• The Expectations of Other Parties.
• Negotiation Approaches Overview.
• Planning A Negotiation.
• Adopting a Win-Win Approach.
• Contract management definition.
• Stages of contract management.
• planning.
• Performance monitoring.
• Approval of payments.
• Managing changes.
• Dispute management.
• Competencies required for contract management.
• Practical training in contract management.