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& Influencing Skills","#ff9494","negotiation-courses","\u003Cp>\u003Cstrong>Preparing the Ground: Scope, Strategy and When to Negotiate\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul>\n\u003Cli>The scope of work as the foundation of every negotiation\u003C\u002Fli>\n\u003Cli>Negotiation versus tendering: criteria and procurement rules\u003C\u002Fli>\n\u003Cli>Commercial and legal terms that matter most: price, payment, liability, risk and termination\u003C\u002Fli>\n\u003Cli>Stakeholders, authority and internal alignment before talks\u003C\u002Fli>\n\u003Cli>Market intelligence and should-cost analysis\u003C\u002Fli>\n\u003Cli>Ethics and integrity in contract negotiation\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>\u003Cstrong>Building the Negotiation Plan\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Interests versus positions\u003C\u002Fli>\n\u003Cli>BATNA, reservation price and the zone of possible agreement\u003C\u002Fli>\n\u003Cli>Identifying and valuing tradeable variables\u003C\u002Fli>\n\u003Cli>Opening positions, anchoring and concession planning\u003C\u002Fli>\n\u003Cli>Assessing the balance of power and dependency\u003C\u002Fli>\n\u003Cli>Using data, cost models and analytics tools to support the plan\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>\u003Cstrong>Conducting the Negotiation\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Structuring the meeting: agenda, sequence and roles\u003C\u002Fli>\n\u003Cli>Questioning, active listening and framing\u003C\u002Fli>\n\u003Cli>Creating value: packaging, conditional offers and trade-offs\u003C\u002Fli>\n\u003Cli>Handling pressure tactics, deadlock and emotional situations\u003C\u002Fli>\n\u003Cli>Negotiating across cultures and in multilingual settings\u003C\u002Fli>\n\u003Cli>Virtual negotiation: practical considerations\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>\u003Cstrong>Negotiating After Award: Change Orders and Claims\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Why post-award negotiations are harder\u003C\u002Fli>\n\u003Cli>Change orders: valuation methods and negotiating rates and time\u003C\u002Fli>\n\u003Cli>Contractual claims: testing entitlement, causation and quantum before negotiating\u003C\u002Fli>\n\u003Cli>Delay and disruption: negotiating time and cost together\u003C\u002Fli>\n\u003Cli>Protecting the relationship while protecting the contract\u003C\u002Fli>\n\u003Cli>When to escalate to dispute resolution\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>\u003Cstrong>Closing, Recording and Improving\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Recognising when to close\u003C\u002Fli>\n\u003Cli>Recording agreements: minutes, heads of terms and contract amendments\u003C\u002Fli>\n\u003Cli>Approvals and delegated authority\u003C\u002Fli>\n\u003Cli>Implementation and monitoring of what was agreed\u003C\u002Fli>\n\u003Cli>Reviewing negotiation outcomes and lessons learned\u003C\u002Fli>\n\u003Cli>Personal negotiation development plan\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cp>By the end of this programme, participants will be able to:\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Explain how a well-defined scope of work affects price, risk and the negotiating position, and the consequences of a weak one\u003C\u002Fli>\n\u003Cli>Decide when negotiation is more appropriate than competitive tendering\u003C\u002Fli>\n\u003Cli>Analyse interests, positions, alternatives and the balance of power for both parties\u003C\u002Fli>\n\u003Cli>Prepare a written negotiation plan with objectives, BATNA, walk-away point and concession strategy\u003C\u002Fli>\n\u003Cli>Price concessions and trade variables so that value is created rather than given away\u003C\u002Fli>\n\u003Cli>Use questioning, listening and framing skills to move towards agreement\u003C\u002Fli>\n\u003Cli>Recognise common pressure tactics and respond without damaging the relationship\u003C\u002Fli>\n\u003Cli>Negotiate change orders and contractual claims based on entitlement and evidence\u003C\u002Fli>\n\u003Cli>Manage team roles and cultural differences in negotiations\u003C\u002Fli>\n\u003Cli>Close and document an agreement so that it is clear, enforceable and approved\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cul>\n\u003Cli>\u003Cstrong>Contracts professionals:\u003C\u002Fstrong> contract managers, contract engineers and contract administrators\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Procurement staff:\u003C\u002Fstrong> procurement officers, buyers and category managers\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Commercial staff:\u003C\u002Fstrong> commercial managers and quantity surveyors dealing with changes and claims\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Project staff:\u003C\u002Fstrong> project managers who negotiate with contractors and suppliers\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Legal staff:\u003C\u002Fstrong> legal advisers who take part in contract negotiations\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>Participants should have practical experience of contracts or procurement. The programme is not designed as an exam preparation course for any professional certification.\u003C\u002Fp>","\u003Cul>\n\u003Cli>Scope of work definition for negotiation\u003C\u002Fli>\n\u003Cli>Negotiation versus tendering decisions\u003C\u002Fli>\n\u003Cli>Negotiation planning and BATNA analysis\u003C\u002Fli>\n\u003Cli>Concession strategy and value trading\u003C\u002Fli>\n\u003Cli>Questioning, listening and framing skills\u003C\u002Fli>\n\u003Cli>Handling pressure tactics and deadlock\u003C\u002Fli>\n\u003Cli>Change order and claims negotiation\u003C\u002Fli>\n\u003Cli>Cross-cultural negotiation\u003C\u002Fli>\n\u003Cli>Agreement recording and approval\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cp>Contract value is often lost at the negotiating table: through a weak scope of work, poor preparation, concessions made under time pressure or claims settled without analysis. This programme gives contract and procurement practitioners a structured method to prepare, conduct and close contract negotiations, from pre-award terms to change orders and claims.\u003C\u002Fp>","\u003Cp>Many contract negotiations are improvised. Teams enter talks without a clear view of their objectives, alternatives or walk-away position; the scope of work is still unclear, so price and risk cannot be fixed; and one strong personality sets the tone. After award, change orders and claims are negotiated under pressure from the project schedule, and concessions are made without calculating their cost. The relationship suffers, and so does the commercial outcome.\u003C\u002Fp>\n\u003Cp>This programme treats negotiation as a disciplined process. It moves through five stages: deciding when to negotiate and preparing the ground, building a negotiation plan, conducting the negotiation, negotiating after award on changes and claims, and closing, recording and learning from the outcome.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Built on recognised practice.\u003C\u002Fstrong> The programme draws on established negotiation research, including principled negotiation and interest-based bargaining, the concepts of BATNA, reservation price and the zone of possible agreement, and on the World Commerce and Contracting Contract Management Standard for contract terms and practice. Change order and claims examples reference the FIDIC 2017 contracts.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Decisions this programme improves.\u003C\u002Fstrong> Whether to negotiate or to tender; what to trade and what to protect; where to set the opening position and the walk-away point; how to respond to pressure tactics; and when to settle a change order or claim and when to escalate.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>How it is delivered.\u003C\u002Fstrong> Twenty hours across five sessions, built around one running case: a service and supply contract negotiated before award and again when a change order and a delay claim arise. Participants prepare a negotiation plan, practise in role-play with structured feedback, and analyse a claim before negotiating its settlement.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>In-house option.\u003C\u002Fstrong> For organisations, the programme can be tailored to your own contracts, procurement regulations and approval limits, and can include negotiation role-plays based on your recent or upcoming negotiations.\u003C\u002Fp>","Training Program","Basic to Intermediate","mdi-comment",[324],{"id":325,"schedule_slug":326,"start_date":327,"end_date":328,"price":329,"city_id":330,"days":288,"city_name":331},700622,"contract-negotiation-strategies-and-best-practices-in-live-online","2027-01-18","2027-01-22","2900.00",19,"Live Online",[333,341,348,354,358,366,370,376],{"id":334,"schedule_slug":335,"start_date":336,"end_date":337,"price":338,"city_id":339,"days":288,"city_name":340},701807,"contract-negotiation-strategies-and-best-practices-in-london","2027-03-15","2027-03-19","5900.00",4,"London",{"id":342,"schedule_slug":343,"start_date":344,"end_date":345,"price":346,"city_id":33,"days":288,"city_name":347},705321,"contract-negotiation-strategies-and-best-practices-in-dubai","2027-06-28","2027-07-02","4500.00","Dubai",{"id":349,"schedule_slug":350,"start_date":351,"end_date":352,"price":346,"city_id":259,"days":288,"city_name":353},705917,"contract-negotiation-strategies-and-best-practices-in-kuala-lumpur","2027-07-12","2027-07-16","Kuala Lumpur",{"id":355,"schedule_slug":335,"start_date":356,"end_date":357,"price":338,"city_id":339,"days":288,"city_name":340},706759,"2027-08-02","2027-08-06",{"id":359,"schedule_slug":360,"start_date":361,"end_date":362,"price":363,"city_id":364,"days":288,"city_name":365},708625,"contract-negotiation-strategies-and-best-practices-in-riyadh","2027-09-26","2027-09-30","5500.00",33,"Riyadh",{"id":367,"schedule_slug":343,"start_date":368,"end_date":369,"price":346,"city_id":33,"days":288,"city_name":347},709108,"2027-10-11","2027-10-15",{"id":371,"schedule_slug":372,"start_date":373,"end_date":374,"price":346,"city_id":254,"days":288,"city_name":375},710027,"contract-negotiation-strategies-and-best-practices-in-istanbul","2027-11-08","2027-11-12","Istanbul",{"id":377,"schedule_slug":378,"start_date":379,"end_date":380,"price":381,"city_id":382,"days":288,"city_name":383},710816,"contract-negotiation-strategies-and-best-practices-in-cairo","2027-12-05","2027-12-09","4000.00",11,"Cairo",{"id":330,"city_name":331,"city_slug":385,"country_id":386,"country_name":387,"country_continent":387,"country_continents":388,"featured":389,"price":390,"main_image_alt":385,"detail_image_alt":249,"image_icon":391,"title":331,"h1_tag":331,"content":392,"description":393,"what_to_do":286,"cover":286},"live-online",17,"Online",[387],0,2900,"mdi-microsoft-internet-explorer","\u003Cp dir=\"ltr\" style=\"text-align: left;\">Access Elite Academy’s complete training portfolio live online. Organizations, distributed teams and professionals can join scheduled interactive sessions or request any program to be delivered online, subject to scheduling and delivery requirements.\u003C\u002Fp>","\u003Cp dir=\"ltr\" style=\"text-align: left;\">Elite Academy’s Live Online Training provides access to our complete portfolio of professional programs without linking availability to a physical destination. Organizations, multi-location teams and individual professionals can join scheduled instructor-led sessions or request any program from the Elite Academy portfolio for live online delivery, subject to scheduling and delivery requirements. The format preserves real-time interaction, expert guidance and practical learning while removing the need to travel. Browse the current Live Online schedule below or request your preferred program and dates.\u003C\u002Fp>",{"image_url":286,"image_alt":395,"alt_text":286,"meta_title":285,"meta_description":396,"canonical_url":286,"schema_json":286,"include_in_sitemap":397,"robots_index":397,"robots_follow":397,"robots_advanced":286,"og_title":285,"og_description":396,"og_url":286,"twitter_card":398},"SeoMetadata image","Contract value is often lost at the negotiating table: through a weak scope of work, poor preparation, concessions made under time pressure or claims settled…",false,"summary",[],[401,412,422],{"id":402,"name":403,"name_2":286,"slug":404,"schedule_slug":405,"start_date":406,"end_date":407,"days":288,"hours":289,"city_id":259,"city_name":353,"price":408,"country_name":409,"continent_name":249,"continent_names":410,"program_level":321,"program_type":320,"short_details":411,"featured":249,"upcoming":249,"relevance_score":249},610215,"Managing Contractual Claims and Disputes","managing-contractual-claims-and-disputes","managing-contractual-claims-and-disputes-in-kuala-lumpur","2026-11-15","2026-11-19",4500,"Malaysia",[],"\u003Cp>Claims and disputes are expensive because they are usually prepared too late, with weak records and a poor reading of the contract. This programme gives practitioners a structured approach to preventing, preparing, assessing and resolving contractual claims, from notices and time bars to negotiation, dispute boards, mediation and arbitration.\u003C\u002Fp>",{"id":413,"name":414,"name_2":249,"slug":415,"schedule_slug":416,"start_date":417,"end_date":418,"days":288,"hours":289,"city_id":33,"city_name":347,"price":408,"country_name":419,"continent_name":249,"continent_names":420,"program_level":321,"program_type":320,"short_details":421,"featured":249,"upcoming":249,"relevance_score":249},642525,"Service Level Agreements and Service Contract Management","service-level-agreements-and-service-contract-management","service-level-agreements-and-service-contract-management-in-dubai","2026-11-16","2026-11-20","United Arab Emirates",[],"\u003Cp>\u003Cspan style=\"font-weight: 400;\">To provide participants with in-depth skills and knowledge to effectively manage, analyze, and evaluate service agreements, ensuring alignment with organizational goals and compliance with regulatory standards.\u003C\u002Fspan>\u003C\u002Fp>",{"id":423,"name":424,"name_2":286,"slug":425,"schedule_slug":426,"start_date":427,"end_date":428,"days":288,"hours":289,"city_id":254,"city_name":375,"price":408,"country_name":429,"continent_name":249,"continent_names":430,"program_level":321,"program_type":320,"short_details":431,"featured":249,"upcoming":249,"relevance_score":249},610455,"Contract Management Using Quality Assurance Methodology","contract-management-using-quality-assurance-methodology","contract-management-using-quality-assurance-methodology-in-istanbul","2026-11-22","2026-11-26","Turkey",[],"\u003Cp>When quality requirements are vague in the contract, the owner pays for rework, disputes over acceptance and late delivery. This programme shows contract and quality professionals how to build quality assurance into every stage of a contract, from specifications and quality plans to inspection, non-conformance, variations and claims, so that what is delivered matches what was bought.\u003C\u002Fp>","en",{"data":434,"code":279,"status":280,"message":475},[435,441,448,455,462,469],{"id":436,"title":437,"slug":438,"slugs":439,"image_alt":437},28,"Executive Leadership & Senior Management","executive-leadership-and-senior-management",{"ar":440,"en":438},"القيادة-التنفيذية-والإدارة-العليا",{"id":442,"title":443,"slug":444,"slugs":445,"image_alt":447},30,"Leadership Development","leadership-development",{"ar":446,"en":444},"تطوير-القيادة","leadership-courses",{"id":449,"title":450,"slug":451,"slugs":452,"image_alt":454},29,"management skills","management-skills",{"ar":453,"en":451},"مهارات-الإدارة","management-courses",{"id":456,"title":457,"slug":458,"slugs":459,"image_alt":461},18,"Human Resources & Talent Management","human-resources-and-talent-management",{"ar":460,"en":458},"الموارد-البشرية-وإدارة-المواهب","human-resources-courses",{"id":463,"title":464,"slug":465,"slugs":466,"image_alt":468},21,"finance and accounting","finance-and-accounting",{"ar":467,"en":465},"المالية-والمحاسبة","finance-accounting-courses",{"id":470,"title":471,"slug":472,"slugs":473,"image_alt":472},32,"risk, governance, and compliance","risk-governance-and-compliance",{"ar":474,"en":472},"إدارة-المخاطر-والحوكمة-والامتثال","message.Categories have been retrieved successfully"]