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course | Practical Negotiation Skills for Contract Management

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PMCM-157 | Practical Negotiation Skills for Contract Management

Course Sector : Project & Contract Management

Duration
Date from
Date to Course Venue Course fees Book a course
5 Days2025-04-072025-04-11London$4,950 Book now
5 Days2025-11-102025-11-14Geneva$5,950 Book now
5 Days2025-05-122025-05-16Dubai$4,250 Book now
5 Days2025-08-112025-08-15Abu Dhabi$4,250 Book now

Course Introduction

The workshop will help the participants in improving their abilities to effectively negotiate contracts. It will provide them with a variety of interpersonal skills as well as an understanding of the principles of negotiation preparation and goal setting. Participants will have the option to do a self-assessment of their negotiation abilities in key areas such as team negotiations. 


Course objective

  • Understand how contracts are formed 
  • Understand the methods to be used in negotiating contracts
  • Learn various strategies of contract negotiation 
  • Understand the process of contract negotiation 

Course Outline | Day 01

How contracts are formed 

  • The reasons for using contracts 
  • Basic principles in contract formation
  • Examples of formalities for contract formation
  • Authority to sign a contract and the principles of agency
  • Basic contractual structures 
  • Use of different types of contracts for different business models

Main contract provisions and associated issues: managing risk

  • Hierarchy of contract terms
  • Warranty, Indemnity and Insurance provisions 
  • Distribution of risk and performance obligations
  • Termination, suspension and force majeure 
  • Selecting the appropriate law to govern the contract 
  • Collateral warranties and entire agreement 

Course Outline | Day 02

Changes and Variations

  • Changes to the contract 
  • Transfer of rights: Assignment and novation 
  • Variation to the scope of work and variations clauses
  • Controlling and managing change
  • Minimizing Claims and Disputes 
  • Delay and disruption

Standardising Contractual Documents and Securitising Performance

  • Use of standard form contractual documents 
  • International standard form agreements
  • Bonds, guarantees and letters of assurance 
  • Managing payment risk 
  • Reservation of ownership 
  • Remedies for default – rework, re-performance, damages, penalties and performance

Course Outline | Day 03

Fundamentals of Negotiation

  •  Negotiation defined
  • Disputes and the need for resolution
  • Place of negotiation in the contractual resolution process 
  • The commercial impact of the breakdown of negotiations
  • Best Alternative to a Negotiated Agreement (BATNA)
  • The four-phase process of negotiation 

Course Outline | Day 04

The Negotiator’s Toolbox

  • Preparation 
  • Information needs
  • Drafting your proposal which will open the discussion
  • The negotiation discussion phase
  • Bargain and Close
  • Negotiating position setting

Negotiating Styles, Tactics, and Ploys

  • Cultural & international issues 
  • Red, Purple & Blue negotiators 
  • Non-verbal communication and the interpretation of body language
  • Make time your friend 
  • Silence and ploys as tactics and how to respond effectively 

Course Outline | Day 05

Personal Fitness and Dealing with Difficult Negotiations

  • Interests, positions and escalation
  • Stakeholder power behind the interests in negotiation
  • Negotiator as a Mediator 
  • Team negotiations 
  • Proposals and persuasion Putting it all into practice 
Course Certificates
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BOOST’s Professional Attendance Certificate “BPAC”

BPAC is always given to the delegates after completing the training course,and depends on their attendance of the program at a rate of no less than 80%,besides their active participation and engagement during the program sessions.

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