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10 Days
Training
Date Venue Fees(USD) Book your seat
11 - 22 Nov 2018 Dubai - UAE $9,500 Book Now
10 - 21 Mar 2019 Dubai - UAE $9,900 Book Now
28 Jul - 08 Aug 2019 Dubai - UAE $9,900 Book Now
10 - 21 Nov 2019 Dubai - UAE $9,900 Book Now

Why Choose this Training Course?

The Essentials of Contracting and Contract Negotiation training course scheduled to be presented in Dubai will help delegates to develop their ability to negotiate contracts effectively. It will equip them with a range of interpersonal skills, and appreciation of the elements of planning and objective setting in negotiations. There will be an opportunity for delegates to carry out a self-assessment of their skills in key areas of negotiation including team negotiations.

Every day significant monies are made and lost by organizations as a result of the contractual terms and conditions governing contracts for the purchase of goods, equipment, and services. Since all business activities are governed by contractual relationships, it is increasingly important for all those dealing with outside organizations to have an understanding of how to obtain the best possible agreement for their organization.

This AZTech training course will feature:

  • How contracts are created and the main clauses that appear in contracts
  • Alternative contracting strategies and structures
  • Methods to be used in negotiating contracts
  • Commercial issues arising from business agreements written in the English language
  • Negotiating  contractual variations and claims

The Structure

This comprehensive AZTech training course consists of two modules which can be booked as a 10 Day Training event, or as individual, 5 Day courses.

Module 1 - The Essentials of Contracting

Module 2 - Negotiating & Dispute Resolutions

What are the Goals?

By the end of this AZTech training course, participants will be able to:

  • Understand how contracts are formed
  • Explain how to use contract provisions to reduce the risk of disputes
  • Understand the impact dispute may have on relationships over the long term
  • Describe the use of strategies to resolve the causes of disputes
  • Improve appreciation of legal issues in contracts and develop new skills in negotiation

Who is this Training Course for?

This training course will benefit all levels of personnel in contracts and project management, purchasing, supply and procurement. It will enable them to enhance their understanding of different contracting strategies and structures in a variety of applications.

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

  • Contracts & Contracting Unit Personnel
  • Project Professionals
  • Procurement & Purchasing Personnel
  • Commercial Professionals
  • Anyone involved in the management of risk

How will this Training Course be Presented?

This training course will utilise a variety of proven adult training techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes high level of participant discussion, group interaction, delegate group exercises and case studies. Materials include existing contemporary English language contracts in many jurisdictions. Delegates will be encouraged to raise their own issues and problems faced within their industry or organisations for discussion on a confidential basis.

The Course Content

Module 1: The Essentials of Contracting

Day One: Function, Formation, and Validity of Contracts

  • Key Principles and Reasons for Contracting
  • Choosing the Right Strategy
  • Forming the Contract on Your Terms
  • Structure, Format and Incorporation of Documents
  • Which Law and Legal Forum
  • Use of International Standard Forms

 

Day Two: Key Contract Provisions and Associated Issues

  • Distribution of Risk and Performance Obligations
  • Programming and Completion
  • Delivery in the Cargo Industry
  • Liabilities, Indemnities and Insurance
  • External Events/Force Majeure
  • Suspension and Termination

 

Day Three: Changes and Variations

  • Changes to the Contract
  • Transfer or Rights: Assignment and Novation
  • Variations to Scope Requirements
  • Controlling and Managing Change
  • Minimising Claims and Disputes
  • Delay and Disruption

 

Day Four: Payment and Securing Performance

  • Price and Payment Terms
  • Managing Payment Risk
  • Bonds, Guarantees and Warranties
  • Reservation of Ownership
  • Managing Performance
  • Remedies for Default

 

Day Five: Dispute Resolution and Conflict Management

  • Minimising Disputes
  • Negotiation, Compromise, Settlement
  • Tiered Dispute Resolution Mechanisms
  • Alternative Dispute Resolution Processes
  • Litigation and Arbitration
  • Course Review and Learning Outcomes

 

 

Module 2: Negotiating & Dispute Resolutions

Day Six: Fundamentals of Negotiation

  • Negotiation defined
  • Disputes and the need for resolution
  • Place of negotiation in the contractual resolution process
  • Commercial impact of the breakdown of negotiations
  • Best Alternative To a Negotiated Agreement (BATNA)
  • The four phase process of negotiation

 

Day Seven: The Negotiator’s Toolbox

  • Preparation
  • Information needs
  • Drafting your proposal which will open the discussion
  • The negotiation discussion phase
  • Bargain and Close
  • Negotiating position setting

 

Day Eight: Negotiating Styles, Tactics and Ploys

  • Cultural & international issues
  • Red, Purple & Blue negotiators
  • Non-verbal communication and the interpretation of body language
  • Make time your friend
  • Silence and ploys as tactics and how to respond effectively

 

Day Nine: Personal Fitness and Dealing with Difficult Negotiations

  • Interests, positions and escalation
  • Stakeholder power behind the interests in negotiation
  • Negotiator as a Mediator
  • Team negotiations
  • Proposals and persuasion

 

Day Ten: Putting it all into Practice

  • Negotiation case study
  • Team allocation and simulation exercise
  • Analysis of performance
  • The Do’s and Don’ts of Negotiating
  • Improving what we do - action planning

 

The Certificate

  • AZTech Certificate of Completion for delegates who attend and complete the training course

Upcoming Related Courses


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All rights reserved. Any unauthorized copying, distribution, use, dissemination, downloading, storing (in any medium), transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.



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Aztech Training & Consultancy
AZTech Training & Consultancy
P.O. Box: 74716 Dubai,
United Arab Emirates

Toll Free: 800-AZTECH (800 298324)
Tel: +971 4 427 5400
Fax: +971 4 427 5401
Email: info@aztechtraining.com

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