To provide participants with an introduction to the basic skills, knowledge and competencies required to plan, prepare, participate and evaluate negotiated outcomes in a range of different environments and categories.
learning objectives
- Understand the basic concepts of negotiation and how it adds value to the organisation
- Recognise the stages of negotiation and the skills required at each stage
- Make use of tried-and-tested negotiation planning tools
- Apply a range of negotiation tools and techniques to support the organisation in obtaining value for money, quality and fit-for-purpose outcomes
- Set negotiation objectives
- Appreciate the importance of interpersonal skills in maximising the opportunities for reaching win/win agreements
Expert trainer
Dr Ray Carter is an international training and development consultant with over 30 years’ experience. He graduated from university with a master’s degree in management studies. Dr Carter is a NALP licensed contract law paralegal and member of the Chartered Institute of Procurement and Supply and is a World Contract and Commercial Association Fellow and Advanced Contract and Commercial Management Practitioner.
His book “Practical Contract Negotiations” is well known and respected in the world of contract negotiations.
Session outline
1. Introduction
- Negotiation Art or Science?
- Objectives and outcomes
2. Preparation planning for negotiations:
- DPSS 5 Ps of Negotiation
- SWOT analysis
- Supply market analysis/ PESTEL
- Contractor’s pricing strategies
3. Engaging with Stakeholders:
- Identifying the Stakeholders in the Negotiation
4. Legal Aspects of Negotiations:
- Contract law and negotiated agreements (verbal or written)
- Negotiating Exclusion Clauses
- Battle of the Forms
- Misrepresentation in Negotiations
5. Participating in Negotiations:
- Conducting Integrative / Collaborative / win-win negotiations
- Five Forces that Influence Negotiator's Style
- Interpersonal Skills and Style
6. Performing: Achieving Desired Outcomes
- Influencing and Persuading skills
- Strategy, tactics and ploys
- Culture and negotiations
7. Post Evaluation : Measuring Effectiveness
- Value and Relationship Impact Matrix
- Post Evaluation Outcomes Score Card
- Lessons Learned
