Managing and Negotiating with Consultants and Contractors

Principles, Methods and Tactics for ‘best practice’ Contract Management

5 Found
Date Duration Venue Fees
27 Nov-01 Dec 2023 5 Days Riyadh - Saudi Arabia US$3,450 Register
25-29 Dec 2023 5 Days Dubai - UAE US$3,450 Register
24-28 Jun 2024 5 Days London - UK US$5,450 Register
25-29 Nov 2024 5 Days Riyadh - Saudi Arabia US$4,450 Register
23-27 Dec 2024 5 Days Dubai - UAE US$4,450 Register

Course Overview

The world of commerce and contracting is increasingly complex, therefore mastering the ability to negotiate is more important than ever in an commercial, organisational and professional environment. We are required to negotiate to achieve results in almost everything we do and not only with customers, clients, suppliers and contractors, but also with managers, fellow employees and colleagues within our own organisation.

The contract is an important part of the business environment; it states the expectations of both the parties and help to resolve the negative issues. Contract management deals with managing the contract’s creation, execution and analysis for maximising the financial performance efficiently and effectively. Effective contract management systems improves the performance of the company and reduces financial risk.

Commercial acumen requires an understanding and awareness of a wide variety of areas. This course looks at a range of dynamics that influence the success of an organisation. By developing an awareness of these core business principles, delegates will leave with a clear understanding of specific actions that they and/or their organisation should take to reach their goals.

Course Objectives

After the training course, you will learn to:

  • What is commercial awareness or commercial acumen?
  • Understand the difference between contract administration, contract management and commercial management
  • Exploit opportunities to extract extra added valued from the contract
  • Develop appropriate relationships with suppliers and customers
  • Be able to support more commercially focused decisions
  • Understand and use a range of contracting strategies and options
  • Evaluate and improve contract performance
  • Understand the stages of negotiations and the utilise skills required at each stage
  • Explore tried and tested negotiation planning tools in a ‘safe’ learning environment
  • Apply a range of tools and techniques to support the business in obtaining value for money, quality and fit-for-purpose outcomes

Target Audience

The training course is ideal for experienced (and semi-experienced) procurement managers in public and private sectors who want to demonstrate significant achievements in the field and/or gain knowledge and best practice insights. It is expected that the delegates will have some varied experiences.

Likewise, it is of value to non-legal professionals or those who are not contracts managers, procurement or commercial managers, who have direct or indirect responsibility for the effective management and development of commercial contracts and interact with contractors and clients.

This course is suitable to a wide range of professionals but will greatly benefit:

  • Sales Managers
  • Business Development Managers
  • Technical Experts
  • Project Managers
  • Contract Managers
  • Procurement Managers
  • Internal Customers

Training Methodology

This training course is driven by a blended learning approach and draws on various adult learning techniques such as action learning, experiential exercises, group discussions, role play and self-reflection activities. The resulting variety helps delegates stay engaged throughout the course, feel challenged and draw quick wins for their development. It also ensures delegates are exposed to ample opportunities to apply what they learn to the real-world challenges they face back in the workplace.

Course Outline

Day One

Contract Management Practices and Principles

  • Defining contract management and commercial management
  • Overview of the contract management lifecycle process, mapping the ‘territory’
  • Identity and develop the skills, knowledge, and attributes of the contract manager in the context of the organization and their overall responsibilities
  • Contract and Relationship Types
  • Statement of Work / Service Level Agreement Production
  • Drafting Guidelines and Considerations
  • Explore Best Practice Tips
Day Two

Relational Skills

  • The importance of Building Relationships across the supply chain
  • Key stages in forming business relationships
  • Mitigating risk in the supply chain through structured relationship management working together to avoid waste – value engineering, value analysis
  • Stakeholder Management
  • Behaviour and Conflict
Day Three

Introduction to Negotiation

  • Introduction to Negotiation; the types of Negotiation
  • Preparation & Opening
  • The negotiation Discussion phase
  • Bargain and Close
  • Cultural & international issues
  • Negotiation Teams and Team Roles
  • Behavioural Aspects of Negotiation: Non-verbal communication and the interpretation of body language
  • Practical Planning and Objective Setting – preparation for the Negotiation Scenario
Day Four

Negotiation and Managing Change

  • Negotiation Scenario
  • Explore the critical success factors, including defining and creating a shared vision for successful outcomes, and effective stakeholder engagement
  • Creating and developing relationships, recognising different types of relationships, conflict resolution, understanding motivational issues, and how to use incentives.
  • Dealing with claims and disputes, how to challenge supplier claims and requests for variations by making use of contractual terms
Day Five

Contractor Performance Management

  • How to measure and improve commercial performance, developing SLA/KPI systems
  • Understanding key contractual terms and conditions and basic legal principles to manage performance
  • Contract close, exploring the importance of effective contract close-processes
  • Lessons Learned
  • Close Out and Action Planning


Upon successful completion of this training course, Newage Certificate will be awarded to the delegates.

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