Contract Negotiation Skills
Effective contract negotiation best ensures that value for money is achieved from commercial agreements. This workshop navigates the balance between legal enforcement of contractual rights and managing relationships with the other party. Following a brief review of commercial terms and conditions, participants apply a framework for resolving contractual performance issues and disputes.
To register your interest for the next session, please email firstname.lastname@example.org with your name and contact number and we will contact you with further details.
|Duration||One day (8 hours in total)|
|Time||9:00 AM - 5:00 PM|
|Venue||UTS City Campus|
|Cost||$685 (GST inclusive)|
Who is this course for?
- Individuals who deal with suppliers, contractors and vendors including procurement and contract management staff
- Identify different negotiation approaches and apply the appropriate tactic to individual circumstance and context
- Recognise the importance of legal rights and obligations in contracts
- Understand the importance of personal relationships and the limitations of relying solely on contracts to deliver value for money
- Learn and apply major skills required to be effective in a negotiation
- Identify and implement behaviours and thinking to be successful in a negotiation
- Understand what makes a good agreement for the participant, their organisation and the other party
- Increase confidence and develop an extensive negotiation plan to more effectively direct negotiations and conflict resolution
- Understand the alternative dispute resolution (ADR) options and how each can be effectively applied
About the presenters
Paul Vorbach is a director and senior faculty member at AcademyGlobal, and an Honorary Professor at the University of Technology Sydney's Faculty of Law. With a background in executive management in multinational commercial firms, including Deloitte (Senior Manager) and Citi (VP and Director), Paul has 25 years experience across consulting, financial services and management education industries. Having conducted assignments in 20 countries on 5 continents, Paul has partnered with leaders in commerce, academia, government and the not-for-profit sector to provide programs that address their key organisational challenges and opportunities. He works with clients in the area of capability strategy, training needs analysis, program design and course delivery. His areas of expertise include: finance, procurement, risk management, turnaround and restructuring.
Customised and in-house delivery options
This course can also be customised and/or delivered in-house. Find out more
This short course is presented by the university's Institute for Public Policy and Governance. Learn more about the Institute's research, industry collaboration, postgraduate programs and short courses.