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

Software Requirements

Each computer requires the following software:

Course Objectives

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

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