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No Doubt that creating and managing ( Contracts ) with suppliers of goods and services requires not only a complete understanding of the business requirements and organization needs, but also depends on keeping up-to-date on contracting.
Most companies are very precise when they generate specific contract documents. But chat protective attitude is frequently forgotten when so-called routine correspondence is involved. Yet that is when you should be most concerned,
Negotiation is an integral part of your entire business practice. On the contract front, price negotiation is the number one consideration for the administrator |
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By the end of this course the participant will be able to:
- Clearly understand the legal, and technical aspects of contracting
- Clearly understand roles of the various parties involved in the construction process
- Be familiar with contract documentation and administration
- Read contracts and familiarize themselves with the writing techniques
- Clearly understand and use contract Negotiation techniques
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Chapter (1) Planning Phase
Introduction
Planning for Contract Preparation
- Making a winner of a lost proposal
- Management Policies and Procedure in contract Writing
- Establishing an experience Data Bank
- Making a loser into a winner
- Management policies – Contract Process
- Experience Data Bank
Protecting Your Contractual Position
- Analyzing an Actual Letter
- Making a negative letter positive
Contract Writing Guidelines
- Fundamental Checklists
- Realistic Construction
- Appropriate Format
- Careful Proofreading
The language of the contract
- The cost of the contract language
- What are the risk clause
- Reading the fine print
Actual Contract Language
Chapter (2) Creating a Strong Foundation for Contract Negotiation
What Makes a Good Negotiation?
- Defending Those Attributes
- What Makes A Poor Negotiator?
Negotiation Games People Play
- Good Guy and Bad Guy
- Seating
- Waiting them out Sunlight and Temperature
- Packing your bags
- Building in Giveaway
- Psychology
Action Strategies Instead Of Games
- Preparation through Price analysis
- More Price analysis
- Using independent estimates
- Considering Market influence
- Using planning pages
- Contract analysis preparation
- Independent estimates utilization
- Market influence in Contract Negotiation
Negotiation Meetings And Beyond
- Authority to Negotiate
- Who, What and Where in Meetings
- Negotiating Style: Point by Point or All or None
- Avoiding Win-Lose Attitudes
- After The Negotiation
- Market Influences in Contract Negotiations
Chapter (3) Contract case Study and Tools
- Case study Contract Sample
- Contract Analysis
- Creating Contract Clause Books
- Contract Administration Terms
- References
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- Project Manager
- Managers
- Contracting department Personnel
- Procurement department personnel
- Contract Administrations
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The materials for the trainees will be in English. |
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The language of instruction will be in Arabic / English. |
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Eng. Hanan Hussein is an Egyptian expert and a consultant of OD, HR and HSSE. She concluded several major projects in Egypt, Africa and the Middle East for petroleum and Construction industries. Eng. Hanan Hussein is M.Sc. in Architectural Engineering from the University of Cairo- and a non resident faculty member of Cairo University .She delivered many courses and workshops in her field of specialization in Middle East, Africa and Gulf region. She is a Holder of several international and national professional certificates as RoSPA (the Royal Society of Prevention of Accidents) and OSHA. Rated as class (A) in leadership. She Held the position of a senior Manager in Many Global and international organization latest of which National operation Audit Manager at group 4 Securicore with 19 years of experience, fourteen of which as a trainer |
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