Collaborative contracting: Negotiating complex deals:
INTRODUCTION
This is part of the Collaborative Contracting series co-designed and co-delivered in partnership with commercial contracting.
The days of win-lose procurement are numbered, particularly in the world of complex projects. Many organisations talk a good story on collaboration and partnering, but fail to deliver the potential benefits as they lack the leadership buy-in and management skills to negotiate, contract and behave collaboratively. This course will equip procurement leaders to forge a new path, enabling increasing gains through new ways of negotiating.
Course Objectives
- Demonstrate new skills that accelerate your negotiation progress and drive positive deal outcomes
- Understand the benefits of integrative negotiation
- Successfully advocate best-practice negotiation within your organisation’s procurement and supply chain teams
- Increase the effectiveness and efficiency of each negotiation, and establish your organisation as a ‘customer of choice’ for best-in-class suppliers
- Learn how to create value through your negotiations
- Develop skills to transform each negotiation into a source of economic and relationship advantage