Institute of Commercial Management | Qualification Subject

Contract Negotiations

Main Topics of Study

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

Recommended Reading

Main Text:

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Successful Contract Negotiation – Tim Boyce (Hawksmere)

Indicative Text:

Alternative Text and Further Reading:

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The Commercial Manager – T. Boyce & C. Lake (ICM)

Successful Negotiation in the New Contract – Andrew Dearden (Butterworth-Heinemann)

The Art & Science of Negotiation – Howard Raiffa (Harvard University Press)