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Effective Contract Negotiation

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A highly practical one-day course on effective contract negotiation helping you
to negotiate contracts, deals and disputes, and maintain relationships.

Open courses for individuals or bespoke courses for groups.
Choose from an In-Person or a Virtual Classroom course.

Upcoming Open Courses for Effective Contract Negotiation

  • 17
    Sep

    Effective Contract Negotiation - Virtual Classroom

    1 day, 09:30 AM - 05:00 PM
    Online
    Effective Contract Negotiation
    • £699.00 excl. VAT
    Register
  • 17
    Sep

    Effective Contract Negotiation - Virtual Classroom

    1 day, 09:30 AM - 05:00 PM
    Online
    Effective Contract Negotiation
    • £699.00 excl. VAT
    Register

Course Details

Duration

1 day

What is this course about?

Effective contract negotiation is at the heart of commercial success. The art of contract negotiation is just as important for the support team as it is for the up-front negotiator.

This course enables delegates to successfully negotiate contracts, deals and disputes while maintaining good relationships with the other party and their advisers. The course covers a variety of effective negotiating skills and styles coupled with a detailed analysis of negotiating techniques.

The course also addresses how to negotiate a settlement of a dispute that may arise whilst the contract is in operation. The course gives the opportunity for delegates to test their own skills through the use of interactive methods including case studies, workshops, practical exercises and feedback from the training consultant.

Key topics covered

  1. Professional contract negotiation
  2. What is contract negotiation?
  3. What is negotiable?
  4. Overview of contract negotiation approaches
  5. Negotiating styles and ethics
  6. Contract negotiation strategies
  7. Dealing with manipulative ploys
  8. Creative problem solving
  9. Negotiating with difficult people
  10. Excellent communication
  11. Cultural factors
  12. Negotiating by different methods
  13. Negotiating out of a dispute

Who would benefit?

  • Executives managing or negotiating agreements
  • Commercial managers
  • Contracts managers and executives
  • Finance managers
  • Sales support team members
  • Purchasing and procurement managers and executives
  • Business Development Managers
  • Legal professionals
  • Anyone seeking to negotiate the best deal on contracts

Objectives

For delegates to:

  • Recognise the importance of research and planning before any negotiation
  • Identify the tactics commonly employed in negotiations
  • Gain an insight into different negotiation styles
  • Develop their own personal styles of negotiating
  • Ensure that they can identify, manage and turn differences into a commercial advantage

Duration

1 day

What is this course about?

Effective contract negotiation is at the heart of commercial success. The art of contract negotiation is just as important for the support team as it is for the up-front negotiator.

This course enables delegates to successfully negotiate contracts, deals and disputes while maintaining good relationships with the other party and their advisers. The course covers a variety of effective negotiating skills and styles coupled with a detailed analysis of negotiating techniques.

The course also addresses how to negotiate a settlement of a dispute that may arise whilst the contract is in operation. The course gives the opportunity for delegates to test their own skills through the use of interactive methods including case studies, workshops, practical exercises and feedback from the training consultant.

Who would benefit?

  • Executives managing or negotiating agreements
  • Commercial managers
  • Contracts managers and executives
  • Finance managers
  • Sales support team members
  • Purchasing and procurement managers and executives
  • Business Development Managers
  • Legal professionals
  • Anyone seeking to negotiate the best deal on contracts

Objectives

For delegates to:

  • Recognise the importance of research and planning before any negotiation
  • Identify the tactics commonly employed in negotiations
  • Gain an insight into different negotiation styles
  • Develop their own personal styles of negotiating
  • Ensure that they can identify, manage and turn differences into a commercial advantage

Key topics covered

1. What is negotiation?

  • Different types of negotiation
  • Underlying tensions
  • Who is negotiating?
  • Why negotiate
  • BATNAs and WATNAs
  • The other parties’ expectations

2. Overview of negotiating approaches

(a) Streetwise Tactical Ploys

  • How to recognise them
  • How to counter them effectively
  • Why they are outdated

(b) Principled Negotiation

  • Getting to Yes
  • Getting past No
  • What kind of ‘No’ is it?

(c) Psychological Categorisation

  • The art of communication
  • Using Neuro-linguistic programming to your advantage

3. Negotiation Styles and Ethics

  • People
  • Interests
  • Options
  • Criteria

4. Negotiating Strategies

  • Planning a negotiation
  • Desk Research
  • Adopting a win-win approach
  • Consider a no deal solution
  • Aim high
  • Using simple language
  • Ask questions and then listen
  • Build solid relationships
  • Maintain personal integrity
  • Conserve concessions
  • Be patient
  • Being aware of cultural differences

5. Manipulative Ploys

  • How not to be hoodwinked
  • Examples analysed
  • Solutions discussed

6. Creative Problem Solving

  • Blue sky thinking
  • Looking for a third way
  • A fresh approach
  • Redefining the problem
  • Looking for overlapping interests

7. Negotiating with Difficult People

  • Exploring their BATNAs and WATNAs
  • What lies behind the hostility?
  • Dealing with anger
  • Building bridges
  • Making it hard for them to refuse

8. Excellent Communication

  • The power of non-verbal messages
  • How to interpret body language
  • Vocal quality
  • Verbal communication
  • How to adopt a persuasive style
  • The power of silence – the Art of doing nothing

9. Cultural Factors

  • How to research
  • How to prepare
  • Gifts, courtesies and bribes
  • Concepts of time – managing expectations

10. Negotiating by Different Methods

  • Successful telephone negotiation
  • Tips for successful meetings
  • Putting your message across by email
  • Negotiating the draft contract
  • The final draft of the agreement
  • Negotiating with head office and your own team

11. Negotiating out of a dispute

  • Finding a win-win solution
  • Playing devil’s advocate
  • Strategy in the context of a litigation
  • Overcoming power inbalances
  • Preserving the ongoing contract
  • What it takes to close a deal
Download Programme

Effective Contract Negotiation – Open Course

We run our Effective Contract Negotiation open course regularly throughout the year.

Click on any of the dropdown items below to find out more about our Effective Contract Negotiation open course.

You can view full booking terms and conditions here.

If you would prefer to, or if your question is not answered below, you can just pick up the phone and call us on 020 3582 7225 or email [email protected].

Frequently Asked Question's

When is the next course and how do I book?

At the top of this page you will find the next three courses we are offering. Click on “all courses” to see the full schedule for the year.

How much does it cost?

This one-day training programme is priced at £699 +VAT per delegate.

You can pay for the course by credit card or request an invoice.

Where is the course being held?

This training programme will be taking place as a virtual classroom event.

How many people attend the course?
  • We never have more than 12 delegates attending any of our virtual courses
  • We also only allow a maximum of 4 delegates from the same organisation to attend the course
What time does the course start and finish?
All courses begin at 9.30am and training ends no later than 5pm.
I can't make the next date, do you have other dates planned in?

YYes. We run this course regularly throughout the year. The next three courses are displayed at the top of the page. Click on “all courses” to see the full schedule for the rest of the year.

What is the dress code?

There is no strict dress code for our events – please feel whatever you feel most comfortable in for learning. As a guide, most of our delegates choose a ‘smart casual’ attire.

I am not sure this course is right for me, can I discuss it with someone prior to booking?

By all means, please call us on 020 3582 7225 or send an email to [email protected].

Alternatively you can click on the big red enquiry button at the top of the page to send us a message.

Do you offer this course in-company?

We can deliver this course for your organisation / team using your own contracts to bring the course to life. Simply call us on 020 3582 7225 or send an email to [email protected].

Alternatively you can click on the big red enquiry button at the top of the page to send us a message.

In-company training

Are you interested in running this course for your team or organisation?

Our contract negotiation courses can be delivered on an in-company basis for up to 15 people.

All in-company courses are tailored to meet the unique circumstances of the client organisation and delegates. We will take as much time as necessary upfront to understand your contract challenges and the scenarios which will be most relevant to your delegates.

We can put the focus on any area of contract law and make reference to your contracts throughout the course. On an in-company basis delegates get the opportunity to spend time consulting with one of the UK’s leading business contract law practitioners on what contract law means to them and their organisation.

From the outset we will provide you with expert advice and you will be assigned your own personal training adviser who will stay with you throughout the process.

Every team is different so we will provide you with a tailored training programme, designed around your team’s needs and focused on your desired outcomes.

All courses are followed up by a full training evaluation report and certificates of learning for each delegate. For groups of up to 15 delegates per course, our in-company training is a very cost-effective way to develop your people and improve team performance.

Get in touch today for a full quotation to suit your budget.

To discuss your requirements in more detail with one of our friendly advisers please call on 0845 130 5714 or email one of the team at [email protected].

Alternatively you can complete the short contact form below.

Case Study

As a professional handling contracts daily, you may find yourself navigating complex legal terms without any formal training in contract law.

This case study explores how our 1-Day Fast Track Course empowered non-legal professionals to confidently manage and understand contracts, reducing risks and improving outcomes in their respective roles.

Bespoke Courses

In-company training for groups

This course is available as a bespoke programme using your own contracts.

Courses can be run at a venue of your choice and on a date of your choice.

Find out more

Contract Checklist

Is your contract ready? Download our “know your contract checklist”, a series of 30 key questions that you can use to evaluate whether any business contract is good to go.

Covering everything from defining the contract, statements and promises, performance and procedures through to remedies and risks.

Download Checklist

Related Courses

upcoming courses

Testimonials

1 / 1

  • The most useful part of the course was understanding practical applications of complicated clauses (e.g. exclusions, indemnities) with examples. Exercises also very useful to discuss with our own ideas.

    Dave Green Royal Albert Hall

  • Excellent presentation, clearly communicated. The trainer made the topic very interesting and was very engaging. I would highly recommend.

    Richard Millett Ernst & Young

  • I gained a much better understanding of Business Contract Law. The terminology used, and the understanding of specific wording which can catch you out.

    Matthew Goldyn Colas Rail

  • The trainer really brought the legalities to life by telling us about real life cases which was fascinating and extremely interesting. I can’t wait to use what I have learnt back in the office.

    Paula Evans Aurora Fashions

  • This course was excellent. Rebecca is a first class trainer and her experience in both the law and in running courses is evident. I would recommend this to anyone who works with contracts. All of it was relevant and pitched at an appropriate level

    Judie Woods Kidney Research

  • Excellent, well run course which ensured I have a much better appreciation of contract law, expressions and pitfalls, which will help in future business

    John Kenny Vauxhall Motors

  • BioKinetic Europe was looking to improve the contractual awareness of its senior personnel within the business and contacted GA Training to see what they could provide. From our initial enquiry onwards we felt confident that we had found the right training provider to develop the contractual awareness of our staff. The level of customer service we received from GA Training was exemplary and we were reassured throughout the process.

    The training itself was highly focused and tailored to the needs of our business at all times. The training consultant was warm and engaging and delivered the learning in a very effective way, ensuring that we could relate the learning back to our own roles.

    GA Training took the time prior to the course to review relevant contracts and made sure these were used during the training to cement the learning.

    Overall we were very pleased with our decision to use GA Training and we would have no hesitation in using GA again, or indeed recommending them as a provider of high-quality training, backed up by great customer support.

    BioKinetic Europe Limited

  • Thoroughly enjoyable course. The various contract examples given were very useful and highly relevant to my role. Excellent presentation, style and approach.

    Birgitta Allett Open University

  • Our first exposure to GA Contract and Commercial’s training courses was when one of our senior personnel attended the Business Contract Law course in London. We were very impressed by the training course and felt that it would be highly relevant to our business.

    We therefore decided to roll out a programme of training for the organisation in this area and run a tailored version of the training for our key people.

    The programme of training was very effective and the training consultant was really able to connect with our delegates throughout. The consultant took what could be a potentially dry subject and made it interesting, using relevant examples during the learning. Our consultant was warm and approachable and had a very good style of delivery.

    The support team at GA Training really looked after us too, from our initial booking onto their open course through to the conclusion of this programme of training we were given great customer service.

    We would definitely use GA again and would recommend them to others too.

    Optimum Group Services

  • Excellent presentation, easy to follow, explained well to a non-law audience. Exercises well written to allow debate.

    Lisa Boyle AT Engine Controls Ltd

  • A fantastic and enriching two days which I feel will be of great benefit to me personally and to all the staff who attended from Barclays, thank you!

    Lee Webb Barclays PLC

  • The trainer is a very engaging and knowledgeable speaker and puts over various points which were discussed very well and in easily understandable terms.

    I am very pleased that after attending the course I feel much more confident to assess and understand different forms of contracts and to look out for potential pitfalls.

    Andy Keeler Soiltechnics Limited

  • The course exceeded my expectations. The trainer was outstanding. I would like to attend further courses to add to the knowledge I’ve gained today. I would highly recommend the course.

    Leah-Ann Watt Deloitte LLP

  • TP Group Plc decided to proactively invest in developing the commercial acumen and contractual awareness of its staff to help us to align technical expertise with an understanding of the wider commercial context.  This was a new area of development for TP Group, so we needed to carefully select a provider to partner with on this initiative.  We chose to work with GA Contract and Commercial after an initial consultation in which we were convinced that GA understood exactly what we were trying to achieve and crucially that they had the necessary track record in delivering this type of development.

    Prior to the programme of training GA spent a great deal of time listening to our needs and focusing on the desired outcomes from the process.  We really felt we had input to and ownership of the programme prior to delivery.  Even during the learning, wherever required GA was flexible and responsive and adapted our training in real time. Our people really connected with their training consultant and the style and pace of delivery was just right throughout.  Any initial skepticism that may have existed prior to the programme was well and truly gone very early on, and our consultant's personable approach and knowledge meant everyone was engaged at all times.

    Following the success of the learning in one area of our business we have now taken the decision to roll this out across the group and we are looking forward to working with GA again.  We would strongly recommend GA Training as a provider to any organisation looking to develop the commercial and contractual awareness of its key personnel, our expectations were met and indeed exceeded and you won't be disappointed!.

    TP Group PLC

  • Nasmyth Group took the decision to proactively invest in the development of its key personnel to give them the knowledge and tools they need to operate even more effectively in a challenging commercial environment. We identified two levels of development, one for the group Managing Directors and one for the purchasing and business development functions across the group.

    We were impressed by the approach GA Training took to fully understanding our needs and then developing a solution to meet these needs. Two separate programmes of training were developed during the consultation phase and we were pleased that GA was able to build the learning around our own contracts and commercial world. The training delivery style was excellent, taking what could be a dry subject and making it interesting and relevant to our people. The GA consultant had a very engaging approach and was also highly knowledgeable in the subject. The trainer used appropriate examples and workshops to demonstrate the key concepts throughout the training.

    From the beginning we felt valued by GA Training as a client and were very happy with the levels of customer service and support we received throughout, the team looking after us really went the extra mile. We would definitely recommend GA Training and use them again for this type of development.

    Nasmyth Group

  • Daimler AG identified a need within the business to develop the contract management skills of our key personnel and to sharpen our commercial focus, specifically in relation to contracts. We were impressed by the way GA took the time to understand our exact requirements and develop a bespoke training programme for us. During the consultation process we were reassured that GA were listening to our needs and felt confident the right programme would be delivered.

    Prior to the training we sent over some of our contracts and tenders and these were built into the training programme. This helped our people to translate the learning to their own environment and made sure the programme was not generic and off-the-shelf. Our training consultant was excellent, both leading up to the programme and during the training, and had a great delivery style. We were also very pleased with the levels of account management and support we received from GA throughout. We would have no hesitation in recommending GA Training as a provider of contract management training.

    Daimler AG

  • Thank you for the course, it was pitched perfectly for the audience and we covered all the items I would have hoped to and more. I am sure it will be really useful for our team going forward.

    David Edwards Amey Group

  • We found GA after a Google search and were very impressed with the way our enquiry was handled. The training itself was excellent and delivered exactly what GA promised it would. I would recommend GA to anyone looking to develop their understanding of NEC, first-class training and support.

    Alun Lane Ainscough Vanguard

  • Excellent content and delivery, I wish I had been on this course years ago, I hope to be able to attend the programme course should SBC commission it, thank you.

    Helen Watson Scarborough Borough Council

  • The course was presented in an engaging fashion, gave a really good and informative base on NEC contracts.

    Daniel Pamphlett QinetiQ

  • A very instructive and interactive course with great content and engaging presentation from a knowledgeable trainer.

    David Campbell Mitsubishi Electric Europe

  • One of the best courses I have attended, very relevant to my job and the new project we have won.

    Edward Wright Ecovert FM Limited

  • I found the session very useful, I can relate what has been talked about back to previous contracts I have used and I think the NEC contract would help overcome problems we currently have with other contracts, great session.

    Lisa Jordan Durham County Council

  • A very helpful course, which covered a lot of ground in just one day, thank you.

    Graham Burt Mouchel Management Consulting

  • Zenith International was looking to further its understanding and knowledge of the NEC3 Professional Services Contract and the NEC3 Engineering and Construction Contract.  We contacted GA Training to investigate what they might be able to provide to support us in this area.  From the outset GA took the time to fully understand our requirement and then produced a bespoke programme to meet our stated outcomes.

    The training was professionally delivered, and also tailored so that it was relevant to our business at all times.  The training consultant was very knowledgeable and engaging and also explained everything in a clear way that highlighted areas we need to improve our focus on.

    The support and customer care we received from GA from the word go was excellent and we felt reassured throughout the process that we had selected the right provider.  I would have no hesitation in recommending GA Training, their professionalism, attention to detail and training delivery was second-to-none.

    Gordon Robinson Zenith International

Contact

Get in touch

We would love to discuss your current training requirements in more detail. Call us on +44 (0)20 3582 7225, send an email to [email protected] or fill out the short form below.