Effective Contract Negotiation for IT Managers

Skills covered:
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In this course, students will perform IT contract negotiations.


Upon successful completion of this course, students will be able to: -
  • explore the contract management process.
  • plan their negotiations.
  • perform negotiations.
  • negotiate in special circumstances.
  • identify ways to refine their negotiating skills.
  • create winning results.


This course is intended for entry-level IT managers or other IT managers who have no prior contract negotiation responsibilities.


Exploring the Contract Management Process

  • The Contract Management Process
  • Explore Contract Documents

Planning for Negotiation

  • Select the Negotiation Type
  • Define Negotiation Objectives
  • Assemble Your Negotiating Team

Performing Negotiations

  • Prepare to Negotiate
  • Make the First Proposal
  • Counter the Offer or Proposal
  • Work Through an Impasse
  • Accept an Offer or Walk Away from Negotiations

Negotiating in Special Circumstances

  • Perform a Cross-Cultural Negotiation
  • Perform a Cross-Generational Negotiation

Refining Your Negotiating Skills

  • Determine the Skills of a Negotiator
  • Factors in the Negotiation Strategy
  • Tips to Build Rapport
  • Identify the Ways to Gain Vendor Commitment

Creating Winning Results

  • Close the Deal
  • Evaluate the Success of the Negotiation
  • Ensure a Lasting Relationship

Training provider

Teaching mode: Classroom - Instructor Led
Duration: 1 day
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