Description
Using typical contracting scenarios, participants practice the win/win approach to negotiations. They learn how to
prepare for and conduct a negotiation, and how to develop a BATNA (Best Alternative to a Negotiated Agreement.) This one-day course introduces various conflict resolution styles and how to deal with each effectively. Attendees are alerted to the thorny “people issues” and the role that emotions play in contract disputes. Participants will also learn key tips to set up contracts to avoid or minimize disputes.
Topics
- Conflict resolution styles
- Getting to Yes negotiation techniques
- Win/win negotiations versus win/lose
- Positions and interests
- Objective standards
- People and emotions
- Best Alternative to a Negotiated Agreement (BATNA)
- Using contracts to avoid disputes
Learning Objectives
- Identify the different conflict resolution styles and understand how to use each effectively
- Learn how to conduct a negotiation using the win/win approach
- Understand how to use objective standards during negotiations
- Demonstrate how to set up a negotiation plan and develop a BATNA
- Demonstrate how to incorporate clauses and language into contract documents to avoid and minimize disputes
- Identify how emotions affect negotiations as well as strategies to manage emotions during a dispute
Expected Outcomes
Participants will learn how to develop a negotiation plan, develop a BATNA and carry out an effective negotiation using the win/win strategy. At the same time, they will learn how to identify and respond to other negotiation approaches. They will understand how to use conflict resolution styles, objective standards and positions and interests to move a dispute forward towards resolution. Attendees will also develop effective strategies for avoiding and minimizing disputes using contract terms and language.
Learning Methods
Pre-reading, lecture and PowerPoint presentation, video illustrations, facilitated discussions, case study examples, group exercises and scenario-based learning.
Complimentary Courses
- Introduction to Competitive Contracting for Buyers
- Best Practices in Competitive Contacting OR How to Avoid Service Contract Disasters
- Managing and Evaluating Contract Performance
