Basic Contract Negotiations

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Description

A solid understanding of the negotiating process can make you a more effective negotiator. In this four-hour workshop, you will learn techniques and tactics for successful contract negotiations from start to finish, including strategically preparing for a negotiation and effectively dealing with issues and roadblocks that arise during the negotiation. 

Objectives: 

  • Productively enter into negotiations. 
  • Develop a collaborative process with other parties in the negotiations. 
  • Deal with aggressive, more tenured, or “polished” sales people. 
  • What to look for in contracts with “got you” clauses. 
  • How to deal with (i.e., take a break from) a contentious negotiation process while not damaging the relationship. 
  • How to close a successful negotiation. 

Intended audience: Individuals in supply chain, purchasing and procurement, sales, and logistics interested in learning techniques and tactics for successful contract negotiations.

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Purdue Manufacturing Extension Partnership, 8626 E. 116th Street, Suite 200, Fishers, IN 46038-2815, (317) 275-6810

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