Essential Strategies for Contract Negotiation
(Course Code: BM170524)
Date: 2017.05.24 (Wed)
Time: 9:30am - 5:30pm
Venue: CED School of Business (3/F., 210 Java Road, North Point, H.K.)
Language: Cantonese with English terminology
*Discount for payment settled on or before 4 May 2017, or 3 delegates apply together.
Contract negotiation is an essential part of doing business. It is not limited to the process of making concessions, offers and counter offers but interactive activities that require a variety of skills. This workshop focuses on developing strategies and skills to plan and lead a contract negotiation to reach terms satisfactory to all parties involved.
Who Should Attend
Managers, supervisors or anyone who wish to improve their negotiating skills for contracting situations.
To understand basic contract principles;
To understand the dynamics of effective contract negotiation – the concept, principles, and process;
To plan and strategize contract negotiations for best results;
To develop effective skills to get the required information and influence other party;
To translate strengths to advantages in contract negotiation.
Elements of a valid contract – key considerations and legality
Preparation for negotiation - objectives, negotiables and non-negotiables
Conducting the negotiation – common interest, bargain, options, closure and agreement
Negotiating Skills - listening, questioning and reinforcing the giving of concession
Influencing the other party - power analysis and collaborative approach
Developing negotiating strategies - Objectives, key considerations, organizational concerns
Document Negotiations - Draft, review, finalize, sign
Exercises: Case Studies and Role Plays
Ms Yang is an Accredited Mediator with over 10 years of experience in mediation services and related training. In addition to the mediation experience in settling large-scale membership withdrawal and commercial disputes in various aspects, Ms Yang has been a speaker at mediation conferences and seminars. She is a Mediator Assessor (CEDRTr); General Mediator of Hong Kong Accreditation Association Limited (HKMAAL), Lands Tribunal, Hong Kong Mediation Centre and Hong Kong Community Mediation Services Group. She is also a Certified Behavioural Consultant (DISC), Certified Facilitator-360oC Feedback, Restorative Conference Facilitator and Neuro Linguistic Programming (NLP) Practitioner.
Ms Yang has over 20 years diverse experience from the private and not-for-profit sectors. She held training and management positions in Nestle, HKGCC, Owaga Wellness, Physical Health Centre and VTC etc. Ms Yang’s negotiation understanding was shaped by the management and training experience with business partners in ASEAN Region. She is well-versed in translating knowledge and experience to design and deliver systemic and lively negotiation programs for practitioners of different functional areas including business development, sales and retail operation team.
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