Home > Training > Search for Training Courses > Collaborative contracting - Negotiating complex deals

Collaborative contracting: Negotiating complex deals

Overview

Collaborative contracting: Negotiating complex deals 

Take your negotiating skills to the next level

 

By attending this course you will:

  • Demonstrate new skills that accelerate your negotiation progress and drive positive deal outcomes
    Understand the benefits of integrative negotiation
    Successfully advocate best-practice negotiation within your organisation’s procurement and supply chain teams
    Increase the effectiveness and efficiency of each negotiation, and establish your organisation as a ‘customer of choice’ for best-in-class suppliers
    Learn how to create value through your negotiations
  • Develop skills to transform each negotiation into a source of economic and relationship advantage
  • Gain confidence to structure, plan, execute and manage negotiations proactively to shorten deal cycle-times, significantyl reducing the cost of reaching agreement 
  • Discover how to use contract simplification and visualisation to achieve business objectives and overcome tricky negotiation hurdles
  • Improve your practical negotiation skills on email, online, telephone and face to face, ensuring each communication channel is used at the right time and in the right way to secure maximum negotiation progress
  • Learn how even difficult contract terms can be used to build stronger relationships and enhance your economic position
  • Benefit from the latest research in all these areas, together with intensive, hands-on opportunities to put your learning into practice. 

 

Please note that this is a three-day residential training course.

Date: Tuesday 05 September 2017
Venue: Holiday Inn Kensington Forum
Fee: Members - £2250.00 per person
  Non-members - £2500.00 per person

Availability:

7 Places left - Booking ends on Monday 28 August 2017

Audience

Is it right for me?

 

The days of win-lose procurement are numbered, particualrly in the world of complex projects.  Many organisations talk a good story on collaboration and partnering, but fail to deliver the potential benefits as they lack the leadership engagement and management skills to negotiate, contract and behave collaboratively.  This masterclass will equip procurement leaders to forge a new path, enabling increasing gains through new ways of negotiating.

During this intensive three-day course, deleagtes will be stretched, challenged and given opportunities to experiment in a safe and supportive environment.  This challenging and insightful masterclass aims to turn you into an accomplished 'dealmaker' in the shortest possible time.

This course is particularly suitable for procurement directors and senior procurement managers in both private and public sector organisations, who wish to increase the effectiveness and efficiency of their negotiations, reduce deal cycle times, maximise outcomes and becoming a preferred client for leading providers.

Programme

What key points will the training cover?

Day 2 develops practical skills in collaboration and integrative negotiation, working on problem solving, creative thinking, effective questioning and active listening.  Delegates are introduced to the latest thinking in e-negotiation, and identify where to use face-to-face, email, telephone and web negotiations for maximum benefit.
Day 3 continues the case study and explores how common negotiation tactics can derail collaborative negotiations.  It will evaluate alternative approaches from a commercial, operational and legal perspective, equipping you to develop optimised deal structures for complex projects. 

 

Day 1 explores the different approaches to negotiation, and looks at how integrative negotiation can liberate additional value.  It examines the principles of NegoEconomics™ (Keld Jensen, MarketWatch) and looks at how they can be applied to the case study running through this interactive course.  It offers a blueprint for managing negotiations to minimise deal cycle times and maximise outcomes.

Day 2 develops practical skills in collaboration and integrative negotiation, working on problem solving, creative thinking, effective questioning and active listening.  Delegates are introduced to the latest thinking in e-negotiation, and identify where to use face-to-face, email, telephone and web negotiations for maximum benefit.

Day 3 continues the case study and explores how common negotiation tactics can derail collaborative negotiations.  It will evaluate alternative approaches from a commercial, operational and legal perspective, equipping you to develop optimised deal structures for complex projects.

There will also be opportunties to develop skills through recorded role-play exercises.

 

Full course details and agenda

Speakers

 

 

Tiffany Kemp

Speaker

Tiffany Kemp encourages business people to use contracting to create more profitable deals and deliver happy customers who will buy again. Her mission is to de-mystify contracts, putting them back in the hands of business rather than being the sole preserve of lawyers.

An engineer with a Masters in Business Law, Tiffany founded her commercial contract consultancy, Devant Limited, in 2003 to provide practical and effective commercial contract drafting, review and negotiation support to businesses. Her experience of negotiating many hundreds of successful deals (and some unsuccessful ones!) has provided her with a huge store of anecdotes and case studies that illuminate her speaking and writing, providing valuable ‘hooks’ for delegates and readers to relate complex contractual concepts to their own business experience.

Author

Tiffany is the author of ‘Deal Makers – how intelligent use of contracts can help you sell more and deliver better’ and ‘Essentials of Contract Drafting’.

 She contributes regularly to IACCM and other industry webinars and publications. She is a contributing editor of the IACCM’s ‘Contract and Commercial Management – an operational guide’ and a Fellow of the Professional Speaking Association.

 

About Devant

Devant were established in 2003 and since that time have supported hundreds of companies, across dozens of sectors with their products and services. They work with a wide range of organisations including public sector, large corporations, small and medium-sized companies and start-ups. They are committed to quality, consistency and excellence in customer service.

Fee

Member: £3150 (excl. VAT)

Non-member: £3500 (excl. VAT)

 

Special offer!  

First session (5-7 September 2017) offered at the reduced rate of £2250 + VAT for CIPS members, £2500 + VAT for non-members.  Conditions apply.

 

Fee includes:

Course materials, refreshments and lunch
Dinner and overnight accommodation (days 1 and 2)

Please note that we are not able to offer this course without accommodation due to learning activities which are carried out during the evening.

Venue

5-7 September 2017
Holiday Inn Kensington Forum, London

 

If you require accommodation for the night before this event commences (not included in the course fee), or have any other queries regarding course details, please contact ukskills@cips.org or call +44 (0)1780 761476.

Book event