Effective Contract Negotiation for IT Managers

Course Description:
Course Objective: You will perform IT contract negotiations.

Course length: One day

Course Content
Lesson 1: Exploring the Contract Management Process
Topic 1A: The Contract Management Process
Topic 1B: Explore Contract Documents

Lesson 2: Planning for Negotiation
Topic 2A: Select the Negotiation Type
Topic 2B: Define Negotiation Objectives
Topic 2C: Assemble Your Negotiating Team

Lesson 3: Performing Negotiations
Topic 3A: Prepare to Negotiate
Topic 3B: Make the First Proposal
Topic 3C: Counter the Offer or Proposal
Topic 3D: Work Through an Impasse
Topic 3E: Accept an Offer or Walk Away from Negotiations

Lesson 4: Negotiating in Special Circumstances
Topic 4A: Perform a Cross-Cultural Negotiation
Topic 4B: Perform a Cross-Generational Negotiation

Lesson 5: Refining Your Negotiating Skills
Topic 5A: Determine the Skills of a Negotiator
Topic 5B: Factors in the Negotiation Strategy
Topic 5C: Tips to Build Rapport
Topic 5D: Identify the Ways to Gain Vendor Commitment

Lesson 6: Creating Winning Results
Topic 6A: Close the Deal
Topic 6B: Evaluate the Success of the Negotiation
Topic 6C: Ensure a Lasting Relationship