The intent of this module is to provide participants with the information and knowledge needed for an understanding of issues pertaining to the negotiation and preparation and management of contracts. Buyers should also understand the impact of their action on contract issues on the organisation. It is useful for those in shipping, logistics, procurement and covers the following:
Main approaches in the negotiation of commercial agreements
- Negotiation in relation to the stages of the sourcing process
- Win-win integrative approaches to negotiations
- Win-lose distributive approaches to negotiation
- Setting targets and creating a best alternative to a negotiated agreement (BATNA)
- Setting objectives and defining the variables for a commercial negotiation
- The bargaining mix and defining the latitude (Max – Target – Fallback) for each of the variables in the bargaining mix
- Positions and interests
- Openings and presenting issues
- Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
- The use of persuasion methods
- The use of tactics to influence the other party
- Reflecting on performance
- Opportunities for improvement and development
- Preparation of contracts in respect to the laws
- Major issues in relation to major laws
- Contractual conditions and their impact
- Steps leading to the formation of contracts
- Formation of contracts
- Pricing methods and their applications
- Combination of Pricing in contracts
- Contract Management
US 1127 
CN 270 
MY 136 
AP 74 
AU 61 
CA 33 
NZ 32 
IE 30 
