Basic Contract Negotiations

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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. 


  • 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.


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

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