Learning Objectives
- Define the stages and elements of the negotiation process in the procurement arena.
- Develop the skills and techniques of a successful negotiator.
- Identify optimal win-win solutions in negotiations and make profitable contracts.
- Differentiate negotiation styles and mental models, analyze their own and their partner’s behavior in negotiations.
- Explore how to counter manipulation and psychological press in negotiations.
Modules
- Buyer’s homework before starting negotiations
- Considering external environments
- Basic negotiation skills
- Developing the negotiation skills experience
- Contract features and manners
- Classification of contract terms
- Contracting technical discussions / deliverables
- Advanced payment
- Contract validity
- Service level agreements (Sla’s) vs contracts
- A memorandum of understanding (MOU)
- Purchase agreements vs. Contracts
- Single-source negotiation vs. Sole-source negotiation
- Preparing for negotiations
- In the room: the actual negotiation stage
- Negotiation strategies
- Countering manipulation and psychological press
- Post-negotiation stage
- Key contract administration policies
- Performance KPIS and KPIS tracking
- Continued communication
- Tasks for buyers and sellers
- Raising po’s and knowing when to (basics of materials requirement planning MRP)
- Performance and progress
- Records, files and documentation
- Managing changes and modifications in contracts
- Resolving claims and disputes: breach of contract, early warning signs of claims, how to reach a case of claim, preparing documents for claims,
- Damages and remedies
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