Key details
Mode of delivery: Classroom-based
Course code: PCM21F
Duration: 1 day
Fee: £925.00 + VAT
CPD Hours: 6
Course Overview
This session equips participants with practical negotiation skills for contract management, covering planning, negotiation styles, and key concepts such as BATNA and ZOPA. Attendees will learn effective tactics, concession strategies, and tools to negotiate contract variations and secure favourable terms.
Agenda
Contract Negotiation
- Preparing to negotiate – planning, objectives, mandate, issues, strategies
- Positional bargaining and Interest-based negotiation styles
- Negotiator tactics and skills, making concessions
- Tools and techniques to enhance your negotiation, including BATNA and ZOPA
Course Review
- Summary and recap of key learning objectives
- Action Planning
Target Audience
This course is suitable for:
- Contract and Commercial Managers, and Contract Administrators managing active contracts
- Procurement and Supply Chain Managers, and Vendor Management Professionals
- Project Managers, Engineers, and Construction or Consultancy Contract Professionals
- Claims, Variations, Delay, and Performance Management Professionals
- Legal, Compliance, and Risk Management Professionals involved in contract interpretation
- Finance and Cost Control Professionals supporting payments, claims, and contract performance
- Operations Managers and Service Delivery Managers responsible for contractor performance
- Professionals preparing for senior contract management responsibilities
Learning Outcomes
By the end of this course, you will be able to implement a successful strategy that enables you to:
- Develop negotiation strategies by understanding planning, mandate setting, and stakeholder interests.
- Apply key negotiation concepts such as BATNA, ZOPA, and interest-based bargaining to contract discussions.
- Utilise effective negotiation tactics and tools to manage contract variations and achieve favourable terms.
Course dates
Aug 19, 2026
Dec 2, 2026
