Negotiating Variations to Contracts Training Course

Negotiating Variations To Contracts Training Courses should be considered for your project management team. Even if some of your people are not formally negotiating, it might be useful if they see the costs of concessions. Sometimes concessions are given away without a knowledge of the cost consequences. Changing project parameters can also be very costly.

Negotiating Contracts In-House Training

Negotiating contract variations can be difficult. But some teams are beaten before the conversation even happens. Instead of negotiating harder, you are hoisting the flag of surrender. This course is designed to give you new tools and insights to win more concessions. Discover a disciplined approach to managing change orders. You’ll become more formidable negotiators and influencers. We’ll even help you adjust your body language too!

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Key Learning Outcomes

Your tailored Negotiation Contracts workshop will give participants the skills to:

Manage and deflate unrealistic expectations
Understand the key role of active listening in negotiation
Identify what truly matters to the other party
Plan for success by defining clear success metrics
Develop core influencing skills
Prepare your BATNA (Best Alternative to a Negotiated Agreement) in advance
Recognise common tricks and gambits used during contract variations – and how to counter them
Analyse and track contract variation issues effectively
Use active listening as a discovery and rapport-building tool
Structure a clear change order control process
Apply smart questioning techniques to gain deeper insights
Use positional negotiation techniques strategically
Incorporate collaboration into variation discussions – understanding the benefits
Build rapport with suppliers using behavioural style awareness
Utilise communication templates for variation-to-contract discussions
Spot opportunities during variation presentations
Understand shrinkflation as a growing negotiation tactic
Apply RFM manoeuvres (Recency, Frequency, Monetary value) in discussions
Use detached empathy as a negotiation strategy
Accurately document concessions won during negotiation

Course Description

Discover how to disrupt a strong argument with an alternative offer. The alternative offer(s) will have been strategised and conceptualised beforehand. People get conditioned about the outcomes of contract variations. If you’re weary of constantly getting squeezed, then this course is a breath of fresh air. It’s also a chance to mix up your representation. It’s like playing chess. If you play the same moves, the opposition will be easily able to outwit you. But if you mix up your moves, then you’re changing the game. The negotiating variations to contracts in-house workshop is an opportunity to revisit your negotiating style and win more concessions.

Negotiating Variations to Contracts In-House Program Details

For maximum effectiveness, this program is best conducted as an in-house program.

Venue: For your convenience, you can choose to conduct this program at your workplace. Alternatively, we can provide a training venue at a small additional cost.

Target Audience: Project Managers, Projects Teams & Project Stakeholders

Cost: Price on request.

If you would like more information on this training program, please contact us at 1300 323 752 or Email: [email protected]