Masterclass in Contract Development, Negotiation & Management (3 days)
Course Overview
Increasingly organisations globally are looking to their contracting function to effectively underpin the operational benefits obtained through both tendering and or negotiation.
Procurement is increasingly being viewed as a strategic function within organisations, with the CPO (Chief Procurement Officer) having a seat on the board. Proactive, professional procurement has become a well-respected value-adding function within the organisation and has achieved the recognition it deserves in delivering business a real competitive edge in the market.
In addition to effectively contractualising these benefits, contract teams are also expected to be able to balance liabilities, protect against the impacts of termination and ensure that the resulting contract is legally compliant and effective both locally, regionally and internationally.
This interactive 3 day course leads delegates through the full end to end contracting process, from establishing the specific contract objectives and prioritisation of these objectives, through to effective contract negotiation and drafting.
The course covers both the technical/legal aspects of contract construction and also expands to incorporate cross cultural contract considerations within both UNCITRAL and International Law and crucially the art of cross cultural negotiation from both a Western, Middle East and Pan-Asean perspective.
Enabling delegates to complete the course fully equipped with an understanding of the key legal principles that underpin contracts globally and how these principles may be utilised within effective contract clause construction in order that they are able to provide the optimum contract format that both protects against risks whilst providing capture of operational benefits.
Course Contents
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Prioritising the contracting objectives
Key Contract provisions
Contract Disputes
Contract negotiation considerations
Understanding the power & influence matrix and their impact on contracting
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Key international and cross-cultural contracting Issues
Key Service contracts
Multi-Party contracting scenarios
Open discussion on existing contract types and ap-proaches
The programme will include a series of group exercises with a high level of delegate interaction. |
Benefits of Attending
By attending this Masterclass you will be equipped with the skills to:
- Limit your organisation’s exposure through effective contract structuring, negotiation & drafting.
- Cultivate a better understanding and appreciation of contracting strategies
- Gain knowledge of complex agreements and the terms and conditions that most often cause contention
- Build flexibility into your contracts by reviewing the applicability of provisions
- Incorporate the latest international legislative and legal issues into your contract risk management process, including UNCITRAL Framework.
- Discover current best practice and techniques for defining and managing contract risk, setting & managing performance criteria
- Examine and evaluate the methodology and benefits behind standard contracts
- Review key contractual differences between products, services and solutions
- Explore distribution, sub-contracting, and other third-party relationships.
- Appreciate the key principles behind contractual damage clauses and apply these principles for optimum outcomes for your organisation.
Who Should Attend this Course?
- Contract Management Professionals
- Contract Managers and Administrators
- Contract Negotiators
- Contract Lawyers and Attorneys
- Sales Contracting Professionals, including key account managers.
- Purchasing, Sourcing and Supply Management Professionals
- Procurement Managers
- Finance Professionals involved in contracting
- Operational Managers
- Commercial Relationship Managers
- Risk & Compliance Managers
* PLUS, End-users who impact, or are impacted by, the contracting process
Trainers
Meet your training course director: John Atkinson
JJohn’s corporate experience spans some 30 years including Head of Group & Global Procurement for Focus Wickes plc. where he was responsible for the full creation and implementation of global sourcing initiatives, supplier/vendor management and commercial contract negotiation. John has also held senior roles within Barclays Bank corporate and led a wide and diverse range of teams, both locally and globally.
John is also a certified instructor in delivering emotional intelligence training and has wide international experience, including: Kuwait, Iraq, Qatar, KDR, China, Germany, France, Sweden, Malaysia & West Africa. Organisations that John has worked with include: KNPC, Petronas, Shell, Total, Lafarge, Nigeria LNG, The United Nations, Zain Corporation, Maybank & Sinopec.
As a consultant and trainer for the last 8 years John is passionate about delivery, and utilises his career ex-pertise to ensure that clients receive leading edge training results, enabling delegates to understand not only the subject matter, but also the application and usage to add value both to their role and within the wider organisational environment.
