Principles of Contracts

• Elements of a Contract
• Problems in Negotiating Contracts
• Contractual Process
• Contracting Methods
• When to Negotiate and When to Tender

Negotiating the Scope

• Defining the Scope of Work
• Must and Want Criteria
• Contract Provisions
• Terms and Conditions
• Negotiating the Scope of Work

Negotiating Principles

• When to Negotiate
• The Negotiating Style Profile
• Secrets of Successful Negotiations
• Harvard Model Negotiation
• A Skilled Negotiator Characteristics
• The Negotiation Preparation Steps
• The Negotiation Team
• Negotiation Guidelines
• Strategies and Tactics

The Secrets to Effective Negotiations

• Planning in Order to be Better Prepared
• Two-Way Communication
• Making and Accepting Concessions

Principled Negotiation (The Harvard Model)

• Separate People from Problem
• Focus on Interests, not Positions
• Invent Options
• Use Objective Criteria

The Contract Negotiation Process

• Approaches for Contract Negotiation
• Principal/Contractor Negotiation Objectives
• Plan the Negotiation
• Conduct the Negotiation
• Post Negotiation Actions

Post Award Negotiation

• Elements of Successful Negotiation with Contractors
• Variation Orders and Change Management
• Claims and Disputes
• Sources of Claims and Change Orders
• Payment Terms
• Disputes and Dispute Resolution

Negotiation Strategies and Tactics

• Win-Win Strategic Guidelines
• Tools for Negotiation Preparation
• Tactics and Counter Tactics
• Dos and Don'ts
• Strategy for Negotiation
  • Preparation
  • During the Negotiation
  • After the Negotiation