Negotiating and Contracting Fundamentals
Ensuring success for negotiating and contracting agreements
Organizations depend on project managers and purchasing managers to know how to negotiate and contract for goods and services and to work effectively as a sourcing team. In this comprehensive yet pragmatic course, you will learn essential empowering skills to help you successfully gain solid agreements for purchasing goods or outsourcing services to complete project deliverables. Utilizing interactive dialogue, role playing, and intensive case analysis, highly experienced industry professionals will lead you through a rigorous, systematic process intended to help you achieve win-win negotiations and contract agreements. You learn the basics of what to do (and what not to do) when negotiating contracts.
You will learn to:
- Negotiate using a proven step-by-step methodology
- Prepare for negotiating using a statement of work (SOW)
- Select the right types of contracts
- Develop Service Level Agreements (SLAs)
- Use sophisticated information gathering techniques and synthesis
- Formulate your strategy through developing options and alternatives
- Identify and manage the risks associated with “agreements”
- Use collaboration techniques between project managers and purchasing managers
- Apply what you learned about negotiation and receive real-time coaching
- Information gathering and synthesis
- Strategy formulation through options and alternatives
- Interpersonal skills
- International cultural awareness and communication skills
- Intra-organizational and supplier/buyer negotiating
- The difference between manipulation and negotiation
- How to recognize and avoid psychological “games”
- How and when to utilize the primary characteristics of successful negotiation techniques
- The value and process of building trust
PMBOK™ knowledge areas
- Procurement management
- Scope Management
- Quality management
- Risk management
“John has a vast knowledge of contracting — all aspects. His presentation was well organized, defined (without being tedious) and encompassing. He encouraged active participation yet gently persuaded the class to move ahead. Well versed, pleasant demeanor and brought a wealth of experience and fascination with the subject matter.”
Kathy Hanlin, Contract Administrator/Buyer, Michigan State University, East Lansing, MI
“Excellent, excellent class. Very informative and exceeded all my expectations. Real-world and practical knowledge along with relevant and entertaining stories really drove home the points and material.”
Wayne Krolikowski, Energy Manger, Stora Enso North America, Wisconsin Rapids, WI
“This course has equipped me to present my company’s interests with confidence in matters requiring agreement on expected deliverables from other companies or subcontractors. I’m using what I learned in this course in my personal life, too. My wife now tells me she is sure I negotiate as much at home as I do at work.”
Lloyd R. Green, Director of Central Office and Networking, Pioneer Telephone Co-op, Inc., Kingfisher, OK
The University of Wisconsin–Madison, as a member of the University Continuing Education Association (UCEA), authorizes this course for 2.2 Continuing Education Units (CEUs) or 22 hours, as well as 22 PDUs.
dtransue@exed.wisc.edu