Negotiation Skills for Construction Contracts

Course Overview

The purpose of this course is to make the learner understand and learn the negotiation skills.
The author has outlined each stage with detailed description in order to make the learner
understand and practice the roles of a contracts professional and perform the assigned tasks
with great confidence.

Benefits of this course

 Learn negotiation skills

 How to get what you want through negotiation
 Effective contract administration
 Express intentions
 Grow productivity
 Enhance skills
 Career development
 More job prospects

Who should attend this course?

 Contracts Managers
 Procurement Managers
 Procurement Engineers
 Supply Chain Managers
 Strategic Sourcing Executives
 Contracts engineers
 Contracts executives
 Contracts administrators
 Contracts specialists
 Contracts assistants
 Cost engineers
 Fresher in the field of contracts
 Individuals interested to maximize their knowledge skills

Course Content

Course content Description

 Course objectives
 What is negotiation
 Obstacles in contract negotiation

Overview of contract negotiation
process
Planning phase of negotiation
Process of conducting negotiations
Actions after negotiations
 Qualities for successful negotiation
 Negotiation in daily life
 Contract negotiation approaches
 Elements of a successful
negotiation
 What is global negotiation
 What is domestic negotiation
 Agreeing during negotiations
 Client interest in negotiation
 Contractor interest in negotiation
 Impact of preparedness in
negotiation
 Team preparation and organizing
 Knowing the Contractor side and
client side
 Know the overall picture
 What are the objectives
 Prioritize objectives
 Develop options/alternatives
 Develop negotiation strategy, best
practice
 Finalize team and strategy
 Determine who has the authority
 Arrange the facilities.
 Prepare an agenda
 Conduct team introduction
 Set the correct tone
 Exchange information
 Focus on interests
 Conduct negotiation by Executing
the strategy
 Conduct rounds of negotiations
(counter offers)
 Document the agreed content
 Prepare Negotiation minutes
 Send Negotiations Minutes to the
contractor
 Preparation of draft contract
 Prepare nag results and summary
 Draft contract review
 Contract signatures by both parties
 Distribute the signed contract
 Document lessons learned
Characters of a good negotiator  Positive approach
 Negotiation 80% preparation and
20% using tactics
 Keep focused
 Make the concessions carefully
 Do not be too predictable
 Positive approach
 Negotiation 80% preparation and
How to be a successful Negotiator 20% using tactics
 Keep focused
 Make the concessions carefully
 Do not be too predictable