Legal foundation for negotiations
- Agreement of the parties
- Disclosure of information
- Unfair contracts and clauses
- Bargaining power
- Legal assistance
Internal factors
- Organisational issues
- Negotiation planning
- Reserve position and fall-back plans
- Managing the process
- Selecting negotiators
Negotiation principles
- Single or team negotiations
- Rules for the lead and support negotiator
- Planning and preparation
- Negotiation strategy & tactics
The complete process
- Managing the relationship
- Supporting documentation and evidence
- Defensive measures
- Corporate relationships
- Self-preparation
- Feedback
- Win-Win
- Transactional analysis
- Closing the gap
The negotiation
- Location and timing of the negotiation
- Negotiation techniques
- Agenda setting
- Single and series meetings
- Human interaction
- Body language
- Listening & questioning skills
Post negotiation activities
- Summarise
- Checking the relationship
- Agreeing future actions
- Confirming the agreement
- Dealing with disagreements
- Debriefing
- Exploiting the agreement
Contents of a contract negotiation
- General principles
- Contract requirement
- Price
- Payment
- Delivery
- Terms & conditions
- Intellectual property rights
- Warranties
- Risks & liabilities
Negotiating variations
- Source of post-contract issues
- Variations
- Claims
- Disputes
- Mediation
- Conciliation & arbitration
Example Candidate Response Booklet
Example Candidate Response (ECR) Booklets are a source of crucial information for Centres and Candidates as they use real candidate responses. We ask Senior Examiners to comment on five or more responses in terms of why the mark was awarded with commentary about how to improve the answer (if necessary).
