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:
- Procurement managers and supply chain professionals responsible for contract strategy and risk assessment.
- Project managers who handle contract variations, delays, and performance issues.
- Legal and compliance professionals involved in contract review and risk mitigation.
- Contract and commercial managers who handle contract extensions, defects, contractor claims and disputes.
- Professionals in construction, oil and gas, energy, engineering, and manufacturing industries who manage contract performance.
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
Apr 15, 2026
Aug 19, 2026
Dec 2, 2026
