Key Learning Objectives

• Understand all 6 negotiation styles, your style preference, and what it means for your negotiations
• Gain practical experience in actual negotiations working on your weaker styles
• Plan a negotiation to result in win-win outcomes
• Know the forms of bargaining power and how it operates during the contract lifecycle
• Learn how the 3 forms of ADR (alternative dispute resolution) actually operate in practice
• Explore psychological contracts and how to turn them into a powerful mechanism for high-performing contracts
• Gain influencing strategies and skills regarding internal stakeholders and peers

About the Course

Negotiation is a very important step in securing a deal that yields sustainable long-term results. To be successful, the prime objective of contract negotiations must always be to reach sustainable solutions that work in the interests of both parties – not to win short-term arguments that yield further problems down the track.

Many think of negotiation only in terms of ‘the big one’ when parties to agree to the contract. However, negotiations continue in many ways, every day, after a contract is signed. This is why this masterclass is just as critical for contract owners and managers, as it is for procurement, legal and other negotiators. Not only to skill up for ongoing negotiations, but also to constructively manage disputes

Misunderstandings between the parties are an inevitable part of any contract. These can be factual disputes, but most commonly are disputes based on different perceptions, opinions, and interpretations of the people involved. The vast majority of disputes are resolved not through the courts, but between parties using various power bases and negotiation techniques. As part of the course pre-work, you will complete an online profile which we then use to diagnose where conflict could occur and how to resolve it constructively.

Equally important to our ability to influence the other party is to influence our own internal stakeholders and peers throughout the contract lifecycle. Many times, the greatest obstacle isn’t the other party, its individuals within our own party who have different drivers, values, and internal power. We identify common internal clashes and work through targeting and communications strategies to win them over.