Global Learning for Operational Leaders
Introduction
Course overview
Complex deals such as major supply agreements, outsourcing arrangements, joint ventures, infrastructure contracts and technology licences involve many issues, multiple stakeholders, significant risk and long-term relationships. Negotiating them successfully requires far more than haggling over price: it demands careful preparation, a clear strategy, an understanding of each party's interests and the skill to trade value across many variables.
This Contract Negotiation Strategies for Complex Deals training course equips participants with advanced techniques for planning and conducting high-value, multi-issue negotiations. Participants learn how to analyse interests and power, develop alternatives and walk-away positions, structure packages and trade-offs, manage negotiation teams, handle difficult tactics and close deals that are robust and implementable.
Realistic simulations based on complex commercial scenarios allow participants to practise and refine their approach.