Please have a look at the below training on negotiation (50 min), which is provided to you free of charge. No registration required. No publicity. Just to share some learning with you. It is rather a draft version, in particular for the voice recording; but it may still be of interest to you.
This training has the following chapters :
- Preparation before negotiation
- Approach during « the first five minutes » of the negotiation
- Search for win-win solutions
- Techniques to obtain the best results at the end of the negotiation
It is based on Harvard’s Principled Negotiation techniques and, more specifically, the practical twist made by Chris Voss.
Negotiation in the Project Businesses (Construction & Infrastructure, Power & Renewables, Oil & Gas, Utility projects etc) is a complex matter. The negotiators – like Sales, Commercial and Bid Managers – are often sent to the negotiation table with only an understanding of the “must-have’s” for their company. But they sometimes lack the arguments and only very rarely they received training on how to behave during such negotiations.
Either you accumulate 20 years of experience of Negotiation in the Project Businesses (with some failures on the road) or you get some proper training and coaching!
If you are interested in content related to “Project & Contract Risk Mgmt and Negotiation in the Project Businesses”, we would recommend you to register to our newsletter. You can do this by providing your email at the dedicated location on the right of your screen (or bottom if you are looking on a mobile phone) or by sending an email to “newsletter@afitac.com”.
Click on the image below to access the training. We hope you will enjoy it. You can find a practical example of the techniques in this article on our blog: Project Negotiation, practical tips for negotiating payment terms
AfiTaC.com is the blog on commercial and contractual subjects for the Project Businesses (Construction, Infrastructure, Oil & Gas, Power & Renewable, Water Supply & Sanitation, etc). Its objective is to stimulate reflection, learning, convergence to balanced contracts and positive dispute resolution. You can subscribe to our newsletter by writing to “newsletter@afitac.com”. You can also connect to our LinkedIn page. Engagement with the readers is what keeps us going. So, don’t hesitate to exchange with us by commenting here below, liking our publication on LinkedIn and writing to us “info@afitac.com”.