Key details
Mode of delivery: Online Course
Course code: PCM21FO
Duration: 1 day
Fee: £740.00 + VAT
CPD Hours: 6
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
