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:
- 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
