Course Contents

1. Negotiation Environment and Background
2. Contract Negotiation Competencies – The Skills to Win
3. Self-Assessment Survey
4. The Contract Negotiation Process
5. Q&A – Exercise
6. Planning Contract Negotiations – People, Tools, & Best Practices
7. Case Study
8. Planning Contract Negotiations:  Strategies, Tactics, and Countertactics
   Exercise – Q&A
9. Conducting Contract Negotiations:  Building Relationships and Successful Outcomes
10. Case Study
11. Forming and Documenting the Contract or Purchase Order
12. Exercise – Q&A
13. Contract Negotiations : Best Practices
14. Mock Negotiation Exercise Between Buyers and Sellers

Objectives
At the completion of this seminar, students will be able to explain:
The responsibilities of the Seller and Buyer in preparing for, conducting, and documenting contract and purchase order negotiations for price and other terms and conditions.
The difference between negotiation and bargaining.

1. The negotiation phases.
2. The Five different negotiation strategies.
3. The difference between win-lose and win-win negotiation.
4. How to employ “negotiation science” including objectives, walk out price, ZOPA, and BATNA.
5. How the negotiator obtains and uses power.
6. How the negotiator uses various tactics during negotiation such as  “Good-Guy-Bad-Guy” and the “Nibble”, among others.
7. Explain how negotiation behavior varies from culture to culture.
8. Explain the differences in negotiation behavior between women and male negotiators.

Who Should Attend This Seminar?:

• Domestic and International buyers and sellers responsible for negotiating contracts and purchase orders for goods and services
• Lawyers, engineers, technical personnel, cost accountants, and cost analysts who support the negotiation process
• Directors, Senior Managers, Managers, and Heads of the following departments:

1.    Purchasing
2.    Procurement
3.    Supply Chain Management
4.    Marketing and Sales Management
5.    Supply Chain Strategic Planning
6.    Strategic Planning
7.    Business Development
8.    Supplier/Vendor Management
9.    Supplier/Supply Management
10.   Buying/Purchasing
11.   Materials Management
12.   Logistics
13.   Manufacturing/Operations 
14.   Outsourcing
15.   Information Technology 
16.   Administration

Summary
The purpose of this course is to understand the theory and processes of negotiation as it is
practiced in a contract negotiation setting. Negotiation is the art and science of securing an
agreement between two or more independent parties. This course focuses on
understanding the behavior of individuals, groups and organizations in the context of
competitive situations.

This course allows students to develop negotiation skills experientially and to understand
negotiation between the buyer and seller. Emphasis is placed on cases, negotiation exercises, role-playing, and mock negotiations. The exercises serve as catalysts for the evaluation and discussion of different contract negotiation scenarios. However, they are not meant to include every aspect of "real-world" negotiation. Class discussions and lectures will supplement the
exercises.