Negotiation Skills and Strategies

Negotiation Skills and Strategies is a blended program based on the application of key negotiation principles in the context of executing engineering construction projects.

It is a highly participative and interactive training course focusing on achieving win-win outcomes in typical procurement, contract, change and claim negotiations in EPC (engineering, construction, procurement) projects.

Sessions include

This blended program adopts a flipped classroom approach whereby delegates initially complete our Negotiation Essentials elearning course, which is grounded in the Harvard Law School’s ‘Program on Negotiation’ and other relevant seminal sources on influencing and communication before attending the virtual sessions where they will deepen their understanding of these negotiation concepts before considering how to turn them into tactics and strategies, then apply them to the respective phases in a project negotiation. Simulation and role-play based on industry contextualised scenarios allow participants to practise negotiations in a safe environment and receive immediate feedback from industry expert trainers on their applied strategy, application of principles and their influencing/behavioural skills.

Learning aims

• Understanding the Scope & challenges of negotiation in your organisation
• Understanding the phases and complexity of a negotiation situation
• Understand the principles of negotiation
• Discuss and apply active listening and influencing skills
• Apply negotiation principles and skills in negotiation simulation practice
• Assess critical contract provisions and their likely impact on project execution to case study scenarios
• Managing conflict and dealing with "difficult" people
• Formulate a negotiation strategy for a commercially challenging project situation (simulation) during the execution phase
• Discuss the implementation of negotiated settlements and ongoing relationship management

Delivery Availability and Duration

Virtual / In-house
12 hrs In-house
3 x 4 hrs Virtual
1 - 2 hrs Elearning

Who is this for?

The Negotiation Skills and Strategies course is ideally suited for Contract Managers, Project Managers, Procurement Professionals and Legal Professionals. 

Negotiation Skills and Strategies is not an introductory level course; therefore, if you are new to negotiations, we would encourage you to attend our Foundations in Negotiations to learn and understand the principles before attending Negotiation Skills and Strategies.

In-house training courses can be customised to suit the need of the training cohort - whether at introductory or advanced levels. A follow-up and embedding period is optional, which involves support for personal action plans and may include individual or team coaching.

On completion

A Kingsfield Academy certificate will be issued on successful completion of this course.

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