Effective Contract Negotiation for IT Managers

Course Specifications

Course number: 085069
Course length: 1.0 day(s)

Course Description

Course Objective: You will perform IT contract negotiations.

Target Student: This course is intended for entry-level IT managers or other IT managers who have no prior contract negotiation responsibilities.

Prerequisites: None; Related courses of interest: Communication Skills and Business Presentations.

Hardware Requirements

A Pentium® III with 500 MHz (or better) or Macintosh® Intel-based or PowerPC G4 (or better) processor
At least 512 MB of RAM
A monitor capable of 1024 x 768 screen resolution and 32-bit color display
A display system to project the instructor’s computer screen

Software Requirements

Each computer requires the following software:

Microsoft® Windows Vista®, Windows® XP (Professional or Home Edition), Windows 2000, or Apple® Mac OS® X 10.4 (or higher)
Microsoft® Internet Explorer® 7 (or higher), Mozilla® Firefox® 2 (or higher), or Apple® Safari® 2 (or higher), with pop-up blocking turned off
Microsoft® Office® 2007 (only Microsoft® Office Word 2007 is required for this course)

Course Objectives

Upon successful completion of this course, students will be able to:

explore the contract management process.
plan their negotiations.
perform negotiations.
negotiate in special circumstances.
identify ways to refine their negotiating skills.
create winning results.

Course Content

Lesson 1: Exploring the Contract Management Process: Topic 1A: The Contract Management Process; Topic 1B: Explore Contract Documents

Lesson 2: Planning for Negotiation: Topic 2A: Select the Negotiation Type; Topic 2B: Define Negotiation Objectives; Topic 2C: Assemble Your Negotiating Team

Lesson 3: Performing Negotiations: Topic 3A: Prepare to Negotiate; Topic 3B: Make the First Proposal; Topic 3C: Counter the Offer or Proposal; Topic 3D: Work Through an Impasse; Topic 3E: Accept an Offer or Walk Away from Negotiations

Lesson 4: Negotiating in Special Circumstances: Topic 4A: Perform a Cross-Cultural Negotiation; Topic 4B: Perform a Cross-Generational Negotiation

Lesson 5: Refining Your Negotiating Skills: Topic 5A: Determine the Skills of a Negotiator; Topic 5B: Factors in the Negotiation Strategy; Topic 5C: Tips to Build Rapport; Topic 5D: Identify the Ways to Gain Vendor Commitment

Lesson 6: Creating Winning Results: Topic 6A: Close the Deal; Topic 6B: Evaluate the Success of the Negotiation; Topic 6C: Ensure a Lasting Relationship

SKU	085069IE
Weight	1.0100
Coming Soon	N/A
Days of Training	1
Audience	Instructor
Product Family	Select
Product Type	Print Courseware
Electronic	No
ISBN	1424614163
Language	English
Page Count	160
Curriculum Library	No
Year	N/A
Manufacturer's Product Code	N/A

Current Revision	0
Revision Notes	No Revision Information Available
Original Publication Date	2009-12-31 00:00:00

datafile	085069IE Data File
overhead	085069IE Overhead File
rtf	085069IE RTF File
outline	085069IE Outline File