Contract Negotiating & Influencing Masterclass

Negotiation is a very important step in securing a deal that yields sustainable long-term results. To be successful, the prime objective of contract negotiations must always be to reach sustainable solutions that work in the interests of both parties – not to win short-term arguments that yield further problems down the track.

Many think of negotiation only in terms of ‘the big one’ when parties to agree to the contract. However, negotiations continue in many ways, every day, after a contract is signed. This is why this masterclass is just as critical for contract owners and managers, as it is for procurement, legal and other negotiators. Not only to skill up for ongoing negotiations, but also to constructively manage disputes

Misunderstandings between the parties are an inevitable part of any contract. These can be factual disputes, but most commonly are disputes based on different perceptions, opinions, and interpretations of the people involved. The vast majority of disputes are resolved not through the courts, but between parties using various power bases and negotiation techniques. As part of the course pre-work, you will complete an online profile which we then use to diagnose where conflict could occur and how to resolve it constructively.

Equally important to our ability to influence the other party is to influence our own internal stakeholders and peers throughout the contract lifecycle. Many times, the greatest obstacle isn’t the other party, its individuals within our own party who have different drivers, values, and internal power. We identify common internal clashes and work through targeting and communications strategies to win them over.

For more information please contact us on 02 9080 4028 or email us at [email protected]

Day 1 – Negotiating

Negotiation styles

There are five different types of negotiators.  In this session, you’ll discover your style and how it may affect your negotiations.

• Find out your negotiation style
• Benchmark your style to the database

Role-play sessions

In this session, we put what we’ve learnt into practice.  Using real-life negotiation scenarios, we focus on styles you are weak in, and learn to diagnose the styles as the negotiations play out.

• Practice negotiation styles you aren’t strong in
• Diagnose negotiation styles in use

Negotiation strategy

Although it is cliché to speak of win-win outcomes, they are not actually difficult to achieve – with careful thought.  This session shows how to make that happen.

• Solve a negotiation problem
• Positions and drivers
• BATNA and WATNAs
• Choosing the right style
• Preparing a negotiation strategy

Dealing with common problems in negotiations

• An open forum

The contract lifecycle

In this session, we explore the journey of a contract from womb to tomb and how bargaining power changes over time.  We further explore the sources of this power and how to time our negotiations for the best return on investment.

• The 4 phases and 9 building blocks
• Bargaining power

Alternative dispute resolution

At times, our negotiations after contract award may not be successful.  We may look towards alternative dispute resolution (ADR).  This session walks you through all three forms and gives you an opportunity to solve an actual dispute.

• Post-award disputes
• The 3 types of ADR
• How the typical clause really works in practice

Day 2 – Influencing

Recap of previous day

The psychological contract

While we often focus on the written contract, it is not the most important one when it comes to influencing the other party (and indeed, people within our own organisation).  The psychological contract, the unwritten obligations and rights, plays a much greater role.  We’ll examine how these are formed and how to create ones that result in high-performing contracts.

• Exploring the concept and application
• The hybrid organisation
• Leadership pairs

Contract management archetypes

Research has shown that people have quite different values, behaviours, and approaches to contracts.  In this session, we’ll look at the profile you completed in the course pre-work to benchmark you to the 2200 member database and see where you can identify possible conflicts far before they occur and mitigate them early.

• The six different styles
• Benchmark your profile

Influencing internal stakeholders

Many of our challenges derive from internal conflict between people and organisational units that come and go during the contract lifecycle.  In this session, we look at why that occurs and work through techniques regarding how you gain influence no matter what the person or position.

• CMAs of stakeholders throughout the lifecycle
• Understanding your target – maturity
• Determining the best form of communication

Dr Sarah Cullen

With over 30 years of experience, Dr Cullen is a contracts expert having negotiated over $18 billion of contracts in various industries in Australia and globally. Sara has trained over 6300 professionals worldwide and published 19 books and 126 papers.

Sara is the founder and Managing Director of the Cullen Group, a boutique firm specialising in creating high-performance contracts and commercial relationships between buyers and sellers.

She is also a lecturer and Honorary Fellow at Melbourne University and Research Associate at the London School of Economics and Political Science. Previously, she was a National Partner at Deloitte in the consulting practice and the firm’s global thought-leader on outsourcing.

Sara has a PhD in contracts, a Master of Management (Technology), and a BSc in Accounting. She is also a Certified Mediator and Chartered Accountant (US).

Melbourne // 15-16 August 2017
Super Early Bird rate: $2,395 (Save $300 + GST). Use code P17GL10ME. Expires by 7 July 2017.
Early Bird rate: $2,595. Expires by 28 July 2017.
Standard rate: $2,695.

Perth // 12-13 September 2017
Super Early Bird rate: $2,395 (Save $300 + GST). Use code P17GL10PE. Expires by 4 August 2017.
Early Bird rate: $2,595. Expires by 25 August 2017.
Standard rate: $2,695.

Brisbane | 27-28 September 2017
Super Early Bird rate: $2,395 (Save $300 + GST). Use code P17GL10BR. Expires by 18 August 2017.
Early Bird rate: $2,595. Expires by 8 September 2017.
Standard rate: $2,695.

• Special rate $2076 (per person) when you book for four or more participants, please call us today on 02 9080 4307 or email [email protected] to take advantage of this offer.