Project and ContractNegotiation Skills for Commercial and Contract Teams
Commercial negotiation is mostly preparation, and the party that has done more of it usually wins regardless of who is more persuasive in the room. This course concentrates there. Delegates work through interests against positions, establishing a best alternative and knowing the point at which walking away is correct, and building a negotiation plan with defined variables and trade rates. Tactics are covered from both sides, including how to recognise and neutralise the common ones. The course addresses negotiating with a party you will depend on afterwards, multi party and cross cultural negotiation, and closes on recording what was agreed before memories diverge.
Course objectives
- Separate interests from stated positions
- Establish your best alternative and the point of walking away
- Build a negotiation plan with variables and trade rates
- Recognise and neutralise common tactics
- Negotiate with a counterparty you will depend on afterwards
- Handle multi party and cross cultural negotiations
- Record the agreement before memories diverge
Who should attend
- Contract and commercial managers
- Procurement and sourcing professionals
- Project managers negotiating variations
- Sales and business development staff
- Legal and claims professionals
Course outline
- 01Why preparation decides most negotiations
- 02Interests, positions and the underlying need
- 03Best alternative and the walk away point
- 04Planning variables and trade rates
- 05Tactics and how to neutralise them
- 06Negotiating with a continuing counterparty
- 07Multi party and cross cultural negotiation
- 08Closing and recording the agreement
Scheduled sessions
| Dates | Venue | Format | Price | Register |
|---|---|---|---|---|
| 26 to 30 October 2026 | Dar es Salaam, Tanzania | Classroom | USD 1,325 per delegate | Register Now |
| 2 to 6 November 2026 | Online | Online | R8,500 per delegate | Register Now |
| 21 to 25 December 2026 | Johannesburg, South Africa | Classroom | R19,950 per delegate | Register Now |