Negotiating Contracts Successfully

Why Attend

The overall aim of this course is to provide participants with the knowledge, concepts, and skills needed to negotiate in each phase of the contract life cycle successfully in order to maintain a good relationship between the two parties and to reach a win-win outcome.

Participants in this interactive course will learn how to analyze the issues, identify the best practices in negotiating the scope of work, terms and conditions, claims, variation orders, and disputes.

Course Methodology

This course relies on the use of individual and group exercises aimed at helping participants learn all key contract management activities. The course also features the use of a number of case studies, presentations and role-plays by participants followed by discussions. In addition, this course incorporates pre-and post-testing.

Course Objectives

By the end of the course, participants will be able to:

  • Recognize the important role of negotiation in developing a solid contract and the implications of failing to do so
  • Identify fundamental concepts of successful negotiations including problem-solving, communication, and planning techniques that will help in achieving a win-win outcome
  • Plan and conduct several contract-related negotiations in a formal structured manner
  • Outline critical provisions in the scope of work and explore collaborative approaches to secure agreements on these provisions
  • Negotiate contractual claims and change orders in order to avoid disputes and legal issues
  • Discover some of the tactics that are used during contract negotiations

Target Audience

Those involved in the contract and business-related negotiations. The course will also benefit those involved in negotiating the procurement of goods and services, manpower and different types of material or supplies.

Target Competencies

  • Negotiating contracts
  • Contract preparation
  • Handling claims
  • Change management
  • Technical terms and conditions
  • Contract administration


South Africa

Training Dates:

Each course starts every Monday of each week. Please book your training on a date that is a Monday.

Course Duration:

Unit Standard:

NQF Level:

Number of Credits:

Course Fees

Note: Please fill in the online application form on the left or bottom if this page to receive a quotation with detailed pricing from AATICD.

How to Apply:

To Apply Simply Fill in the Online Enquiries / Applications form on the Right Sidebar or Bottom of this website


When filling the online application form; please take note of your desired Training Month, Duration in Weeks and Training Session. This will give us the exact dates you will be attending your classes.

Also note that Tuition Fees must be paid upfront on or before training start date. This is to ensure that all resources are made availabe for you before you start. You will not be allowed into training if fees are not paid and verified.

Also note that Tuition Fees Cancellations must be made 14 business working days before the starting date of training. This will allow us to do a 50% refund of the total amount paid. If cancellations are made thereafter note that no refund will be made to delegates.

Tuition Fees include teas and lunch as well as either a laptop or tablet which a delegate will take home free of charge.

Tuition Fee DOES NOT include Accommodation, Dinners and other Extra Curricular Activities or Incidentals. Delegates are expected to fund this on their own. AATICD will not be held accountable for any incidents to delegates.

In-House Trainings are also available for 3 or more delegates for any duration. Please consult with our Administration for such In-House training bookings.

Course Outline

  • Principles of contracts
    • Elements of a contract
    • Purpose of contracting
    • Stages in contract development
    • Contracting plans and strategies
    • Contracting methods
    • When to negotiate and when to tender
  • Negotiating principles
    • Concept of negotiation
    • Secrets of a successful negotiation
    • Best Alternative to a Negotiated Agreement (BATNA)
    • Communicating effectively
    • The negotiating style profile
    • Principled negotiation
      • Separating people from the problem
      • Focusing on interests not positions
      • Inventing options for mutual gains
      • Using objective criteria
    • Characteristics of a skilled negotiator
  • The contract negotiation process
    • Approaches for contract negotiation
    • Negotiation’s structured approach
    • Planning the negotiation
    • Conducting the negotiation
    • Post negotiation actions
  • Negotiating the scope
    • Defining the scope of work
    • Terms and conditions
    • Contract provisions
    • The pricing of the contract
    • Zone of a Possible Agreement (ZOPA)
    • International contracting
  • Post-award negotiation
    • Contract award
    • Contract administration
    • Variation orders and change management
    • Claims and disputes
    • Sources of disputes
    • Methods in lieu of formal proceedings
  • Negotiation strategies and tactics
    • Tactics and counter-tactics
      • Arbitrary deadlines
      • Limited availability
      • Stonewall tactic
    • Breakthrough negotiation: the five steps