The Essentials of Contracting & Contract Negotiation

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Course Introduction

Contracts are one of the most powerful risk management tools available to organisations, yet many businesses fail to leverage them effectively. If you want to be confident in negotiating the best deal for your organisation, understanding the essentials of contracting is essential. Contracts define expectations, outline responsibilities, and help prevent misunderstandings that can lead to costly disputes and project delays.

This Essentials of Contracting & Contract Negotiation training course provides a detailed exploration of contract types, legal enforceability, and the key mechanisms that balance risk across stakeholders. You will learn how to structure agreements that protect your organisation from performance failures, cost overruns, and contractual disputes. The course also delivers practical strategies for negotiation, including tactics to handle difficult situations and achieve favourable outcomes.

Key Highlights of this Contract Negotiation Course:

  • Understand different contract types and how they transfer risk
  • Learn how to draft clear contract provisions to reduce disputes
  • Explore procurement strategies and contract delivery models
  • Gain practical negotiation tools for contract and claim settlement
  • Learn how to manage disputes using tiered resolution methods

Modules

This training course is split into the following modules:

Module I - The Essentials of Contracting

Module II - Mastering Negotiating & Dispute Resolutions

Objectives

This course is designed to strengthen your contracting and negotiation capabilities so you can manage contracts confidently and reduce organisational risk. By the end of this training course, you will be able to apply contract strategies effectively and negotiate outcomes that protect your organisation’s interests.

Upon completing this training course, you will be able to:

  • Identify when contracts are legally enforceable and how to apply them
  • Understand how to transfer risk using different contract types
  • Use contract provisions to minimise the risk of disputes and claims
  • Select the right forms of security to protect against performance failures
  • Build strong negotiation skills to manage contracts and claims successfully

Training Methodology

This training course uses a highly interactive and practical approach, combining theoretical knowledge with real-world application. Through case studies, group exercises, and simulation activities, participants will develop the skills required to manage contracting and negotiation challenges effectively. Each module is designed to build confidence and enhance decision-making through hands-on learning.

The course is delivered in a structured format, allowing participants to focus on key topics such as procurement strategy, contract execution, performance management, and dispute resolution. Practical tools and techniques are provided to support effective negotiation and contract management in complex business environments. Delegates will leave with a strong understanding of contracting essentials and the confidence to negotiate outcomes that align with organisational goals.

Who Should Attend?

This training course is ideal for professionals involved in procurement, supply chain, project delivery, and contract management. Whether you are new to contracting or looking to enhance your skills, this course will equip you with practical tools and knowledge to manage contracts confidently.

This Contract Negotiation Training Course is suitable for:

  • Project Managers involved in contract delivery
  • Contracts Officers managing agreements and compliance
  • Supply Chain Staff overseeing procurement and supplier relationships
  • Finance Professionals supporting contract value and risk analysis
  • Procurement Staff responsible for sourcing and supplier negotiation

Course Outline

Module I: The Essentials of Contracting

Day 1: Day One – Choosing the Right Procurement Strategy

  • Key Considerations in Choosing Strategy
  • Issues that Impact on Choice
  • Key Delivery Models
  • Principal Compensation Models
  • Sourcing Strategies
  • Type and Forms of Contract

Day 2: Day Two – Appraisal and Implementation

  • Why, What and How to Procure
  • Selection and Evaluation Criteria
  • Cost and Pricing – Models and Analyses
  • Validity and Objectives of the Contract
  • Managing Supply Chain Risk
  • Navigating Negotiations - Tools and Techniques

Day 3: Day Three – Principal Issues and Their Management

  • Process of Risk Management
  • Dealing with Design Liability
  • Achieving Quality and Standard of Performance
  • Managing Time and Completion Risk
  • Using Indemnities and Insurance
  • Choosing Governing Law and Jurisdiction

Day 4: Day Four - Managing Performance and Changes

  • Assignment, Novation and Subcontracting
  • Implications of Changing Requirements
  • Managing Events External to the Contract
  • Setting Standards of Performance and Monitoring
  • Using Different Types of Security
  • Other Default Mechanisms

Day 5: Day Five – Contract Close Out and Conflict Management

  • Completion and Close Out
  • Minimising Disputes through the Contract
  • Types and Assessment of Claims
  • Tiered Dispute Resolution Mechanisms
  • Consideration of other Resolution Processes
  • Arbitration and Litigation

Module II: Mastering Negotiating & Dispute Resolutions

Day 6: Finding a Collaborative Position When Aiming for Agreement

  • The basis for a negotiated settlement
  • Disputes and the need for resolution
  • The place of negotiation in the contractual resolution process
  • Distributive and integrative approach to negotiations
  • Emotion, understanding and perceptions                                         
  • Ethics and the impact on the negotiation process

Day 7: Strategic Approaches to Negotiating Required Outcomes

  • Preparation and goal setting to maintain focus
  • The key stages in planning a negotiation
  • Information needs and sources of negotiation power
  • Taking positions during the negotiation process
  • Drafting your proposal which will open the discussion
  • The discussion and importance of timing when closing deals

Day 8: Negotiation Relationships and Team Dynamics

  • Non-verbal communication and the interpretation of body language
  • Communication skill models used in negotiation                 
  • Proposals, influence and persuasion
  • Establishing commitment
  • Building the negotiating team
  • Managing multi-party negotiations                           

Day 9: The Impact of Culture on the Negotiation Process

  • Interests, positions and escalation                                     
  • The influence of different cultures on negotiation
  • Will AI take the place of face-to-face negotiations?                                       
  • Stakeholder power behind the interests in negotiation
  • Ploys and tactics and how to respond effectively
  • Negotiation best practice

Day 10: Resolving Differences and Difficult Situations

  • The negotiator as a mediator in the process
  • Handling the expectations of Generation Z when negotiating
  • Negotiation case study
  • Team allocation and simulation exercise
  • The Do’s and Don’ts of Negotiating
  • Improving what we do - action planning

Certificate

  • COPEX Certificate of Attendance will be provided to delegates who attend and complete the course

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Led by a passionate leadership team and supported by a network of world-class trainers, COPEX Training connects professionals worldwide with life-changing opportunities. We are committed to excellence, ensuring every participant leaves with the tools, expertise, and confidence to conquer an ever-evolving world.

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This FAQ section provides quick answers to the most common questions about our services, procedures, and policies. We aim to make your experience with us as straightforward as possible. For further assistance, our support team is ready to help.

Yes, and we'd love to make that happen. COPEX  specialises in fully customised in-house training, adapting course content to align with your organisation's unique goals, culture, and industry demands. Get in touch with us directly and we'll craft the right solution for your team.

Yes, the choice is yours. The The Essentials of Contracting & Contract Negotiation Training Course  runs in a traditional classroom setting across various international locations, and it's also available as a live online programme for those who prefer to learn from wherever they are. Pick the format that fits your lifestyle and schedule best.

Not at all. The The Essentials of Contracting & Contract Negotiation Training Course doors are open to everyone, regardless of your background or how many years you've been in the industry. That said, having some familiarity with the subject area can help you get even more out of the experience.

Our team is available around the clock — 24 hours a day, 7 days a week — ready to answer any question you have. Whether you need help choosing the right course, completing your registration, or sorting out logistics, we're here for you.

Expect an engaging, hands-on journey — not a room full of slides and passive listening. COPEX’s delivery blends presentations with group discussions, real-world case studies, practical exercises, and collaborative workshops. The goal is simple: everything you learn, you can use immediately back at work.

You'll be in good hands. COPEX hosts its courses in premium 4-star and 5-star hotels, with professional, fully equipped training spaces designed for focus and comfort. Throughout each day, you'll enjoy refreshment breaks with coffee and snacks, plus a complimentary lunch following every session.

This The Essentials of Contracting & Contract Negotiation Training Course welcomes professionals from all walks of corporate life — whether you're a seasoned manager, an emerging team leader, a subject-matter specialist, or simply someone driven to grow in their field. If you're serious about advancing your career and deepening your expertise, this course was built with you in mind.

Absolutely. Every participant who successfully completes the The Essentials of Contracting & Contract Negotiation Training Course earns an COPEX Certificate of Completion — a recognised mark of professional achievement. Depending on the specific course, it may also qualify for Training credits, which will be clearly noted in the course details.

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The Essentials of Contracting
Contracts form the foundation of effective organizational operations by clearly defining the relationships between parties and setting out t...