Successful Contract Negotiations

12-07-2020 - 16-07-2020 3300 أبوظبي


Course Introduction:


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



Who Should Attend?


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



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



·         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


Course Fees:


This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.


Course Timings:


Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session

بحسب مواضيع الدورات
Training Plan

مركز أبوظبي…

معهد إدارة…

Global Innovation Institute


معهد البترول…

جمعية اللحام…

الجمعية الامريكية…

DWA - الجمعية…

منظمة الاعتماد…

ICML: International…

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