Negotiating and Contracting Fundamentals
Negotiating
- Using principles of negotiation
- Knowing the fundamentals of negotiation strategies
- Incorporating proper negotiating styles
- Using “rules” of negotiating
- Using the steps in a negotiation process
- Preparing for negotiation
- Locating and analyzing information
- Discovering essential analytical tools for price negotiation
- Determining what is negotiable
- Creating purpose and goals for negotiations
- Defining issues and interests
- Inventing options and alternatives
- Creating a fact-based negotiation brief
- Establishing negotiation objectives
- Practicing negotiations
Contracting
- Knowing key points of contract formation and structure
- Understanding what constitutes a contract and the legal considerations
- Understanding governing laws and jurisdiction
- Contracting for the purchase of goods versus services
- Reviewing why and how “letters of intent” can cause problems
- Knowing contract types and which type will be most advantageous
- Using Statements of Work (SOWs) and Service Level Agreements (SLAs)
- Ensuring that 13 major elements of the SOW are addressed in your contracts
- Maximizing the utility of the RF(X) process
- Identifying the differences between a RFI and a mini-RFP
- Making performance-based contracting a “best-practice”
- Providing for flexibility and modifications
- Managing unforeseen risks in sourcing/subcontracting agreements
Negotiating contracts strategy and tactics
- Using negotiating conferences
- Reaching closure on contract agreements
- Knowing the characteristics of successfully implemented agreements
- Finalizing agreements
- Establishing post-negotiation requirements
- Following up on negotiated contracts
- Monitoring performance according to contract
- Practicing negotiation of contracts
Schedule
Evening before course — 5:30 – 7:30 p.m. Optional dinner for those arriving early
Day 1 — 7:30 – 8:15 a.m. Registration
Days 1 and 2 — 8:15 a.m. – 4:30 p.m. Session
Day 3 — 8:15 a.m. – 3:15 p.m. Session
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