EBC For Training & Development

Contracts and Tenders

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Code

Available Dates

Places & Fees

Registeration



Istanbul .. Cairo .. Tunis .. Muscat

3250 €

Dubai .. Kuala Lumpur .. London

3850 €

Paris .. Singapore .. Barcelona

Register


Istanbul .. Cairo .. Tunis .. Muscat

3250 €

Dubai .. Kuala Lumpur .. London

3850 €

Paris .. Singapore .. Barcelona

Register


Istanbul .. Cairo .. Tunis .. Muscat

3250 €

Dubai .. Kuala Lumpur .. London

3850 €

Paris .. Singapore .. Barcelona

Register

Istanbul .. Cairo .. Tunis .. Muscat

3250 €

Dubai .. Kuala Lumpur .. London

3850 €

Paris .. Singapore .. Barcelona

Register


Istanbul .. Cairo .. Tunis .. Muscat

3250 €

Dubai .. Kuala Lumpur .. London

3850 €

Paris .. Singapore .. Barcelona

Register


Istanbul .. Cairo .. Tunis .. Muscat

3250 €

Dubai .. Kuala Lumpur .. London

3850 €

Paris .. Singapore .. Barcelona

Register

1- Online Training...with international accreditation. The value of participation per person is €1,450

2-Requirement : specifying the course, number of participants
implementation date, and joint coordination.

Group contracting ... 20% Discount For Each Participant In Any Group Of Five Person Or More

Other Places To Hold The Course :

KualaLumpur.. Istanbul.. Dubai.. Cairo.. Riyadh.. Jeddah.. Abu Dhabi.. Doha.. Muscat.. Sharm El Sheikh.. Kuwait.. Tripoli.. Amman.. Beirut.. Damascus.. Tunisia.. Casablanca.. London.. Paris.. Barcelona.. Amsterdam.. Brussels

The Essentials of Contracting and Contract Negotiation

Introduction :

The Essentials of Contracting and Contract Negotiation training course will help delegates to develop their ability to negotiate contracts effectively. It will equip them with a range of interpersonal skills, and appreciation of the elements of planning and objective setting in negotiations. There will be an opportunity for delegates to carry out a self-assessment of their skills in key areas of negotiation including team negotiations.

Course Objectives :

At the end of this course, the participants will be able to :

  • Understand how contracts are formed
  • Explain how to use contract provisions to reduce the risk of disputes
  • Understand the impact dispute may have on relationships over the long term
  • Describe the use of strategies to resolve the causes of disputes
  • Improve appreciation of legal issues in contracts and develop new skills in negotiation

Targeted Audience :

  • Contracts & Contracting Unit Personnel
  • Project Professionals
  • Procurement & Purchasing Personnel
  • Commercial Professionals
  • Anyone involved in the management of risk

Course Outlines :

Module 1 : The Essentials of Contracting

Day One – Choosing the Right Procurement Strategy

  • Key Considerations in Choosing Strategy
  • Issues that Impact on Choice
  • Key Delivery Models
  • Principal Compensation Models
  • Sourcing Strategies
  • Type and Forms of Contract

Appraisal and Implementation

  • Why, What and How to Procure
  • Selection and Evaluation Criteria
  • Cost and Pricing – Models and Analyses
  • Validity and Objectives of the Contract
  • Managing Supply Chain Risk
  • Navigating Negotiations – Tools and Techniques

Day Two – Principal Issues and Their Management

  • Process of Risk Management
  • Dealing with Design Liability
  • Achieving Quality and Standard of Performance
  • Managing Time and Completion Risk
  • Using Indemnities and Insurance
  • Choosing Governing Law and Jurisdiction

Managing Performance and Changes

  • Assignment, Novation and Subcontracting
  • Implications of Changing Requirements
  • Managing Events External to the Contract
  • Setting Standards of Performance and Monitoring
  • Using Different Types of Security
  • Other Default Mechanisms

Day Three – Contract Close Out and Conflict Management

  • Completion and Close Out
  • Minimising Disputes through the Contract
  • Types and Assessment of Claims
  • Tiered Dispute Resolution Mechanisms
  • Consideration of other Resolution Processes
  • Arbitration and Litigation

Module 2: Negotiating & Dispute Resolutions

Finding a Collaborative Position When Aiming for Agreement

  • The basis of a negotiated settlement
  • Disputes and the need for resolution
  • The place of negotiation in the contractual resolution process
  • Distributive and integrative approach to negotiations
  • Emotion, understanding and perceptions                                         
  • Ethics and the impact on the negotiation process

Day Four – Strategic Approaches to Negotiating Required Outcomes

  • Preparation and goal setting to maintain focus
  • The key stages in planning a negotiation
  • Information needs and sources of negotiation power
  • Taking positions during the negotiation process
  • Drafting your proposal which will open the discussion
  • The discussion and importance of timing when closing deals

Negotiation Relationships and Team Dynamics

  • Non-verbal communication and the interpretation of body language
  • Communication skill models used in negotiation                 
  • Proposals, influence and persuasion
  • Establishing commitment
  • Building the negotiating team
  • Managing multi-party negotiations                           

Day Five – The Impact of Culture on the Negotiation Process

  • Interests, positions and escalation
  • Why are international negotiations different?                                             
  • The influence of cultural on negotiation                                                       
  • Stakeholder power behind the interests in negotiation
  • Ploys and tactics and how to respond effectively
  • Negotiation best practice                                                      

Resolving Differences and Difficult Situations

  • The negotiator as a mediator in the process
  • Handling difficult negotiators
  • Negotiation case study
  • Team allocation and simulation exercise
  • The Do’s and Don’ts of Negotiating
  • Improving what we do – action planning

European Business Center Training Methodology :

Our training work is presented in a professional and attractive manner.. Interspersed with interceptive information to renew attention throughout the training period… We aim with this method to train the listener and interact… In addition to practical applications that target the direct skills and knowledge required to be achieved.. It is presented to the trainees in more than one way.. Practical exercises and applications.. Surveys and questions.. A training strategy has been adopted based on pairing between the theoretical and the professional and between the local and the global.

What Does The Participant Get From The Course?

Each participant obtains an internationally accredited training certificate from the European Business Center for Training and Development … which has the ISO certificate in quality No. 900/2015 from the English international company UCAS .. and receives a training bag containing the scientific material via an electronic flash … in addition to an enjoyable and useful training that is reflected Positive and developmental for individuals and the institution

Note :

We can implement the training course in any of the cities referred to in this course..at the appropriate and required time for the trainees..through joint coordination with the training department at the center..the training is implemented in a distinctive manner according to the best quality standards so that we meet all training requirements and needs.

International Accreditations

European Business Center for Training and Development has obtained international and official accreditations with the highest and best international levels scientifically and technically, which reflect the level of outstanding performance in our training work.. so that it achieves what each participant aspires to by obtaining the best certificates with officially approved scientific and technical standards.