Contract Negotiation Skills

Contract Negotiation Skills
To enrol into this course please navigate to the Upcoming courses page on the IPAA NSW website and search to see if the course is available. If there are no available courses please contact the IPAA NSW Learning team on 02 8066 1900 or email learning@nsw.ipaa.org.au



This course is also available for in-house delivery. For more information please contact the Learning team on 02 8066 1900 or email learning@nsw.ipaa.org.au for a quote.

Course Overview


This course recognises the importance of effective negotiation in the workplace with colleagues, managers and key stakeholders and the difficulty presented by opposing or competing priorities in negotiation situations. It will equip learners with principle negotiation and influencing techniques, and apply practical skills through a series of case studies, role plays and self-reflection. The program will provide participants with a greater understanding of what it takes to engage in principled negotiations and in achieving desired outcomes and improved relationships with stakeholders.

Learning Outcomes


  • Identify different negotiation approaches and apply the appropriate tactic to individual circumstance and context
  • Learn and apply major skills required to be effective in a negotiation
  • Identify and implement behaviours and thinking to be successful in a negotiation
  • Understand what makes a good agreement for the participant, their agency and the other party
  • Increase confidence and development of an extensive negotiation plan to more effectively direct negotiations and conflict resolution.

NSW Public Sector Framework Capabilities


This course is targeted at Intermediate to Adept level. The following behaviours from the framework are covered:

Business Enablers: Procurement

  • Understand and comply with legal, policy and organisational guidelines and procedures in relation to procurement and contract management.
  • Conduct delegated purchasing activities, complying with prescribed guidelines and procedures.
  • Work with providers, suppliers and contractors to ensure that outcomes are delivered in line with time and quality requirements.
  • Develop well written, well-structured procurement documentation that clearly sets out the business requirements.
  • Monitor procurement and contract management processes to ensure they are open, transparent and competitive, and that contract performance is effective.
  • Be aware of procurement and contract management risks, and what actions are expected to mitigate these.

Relationships: Influence and negotiate

  • Utilise facts, knowledge and experience to support recommendations.
  • Identify others’ concerns and expectations. Respond constructively to conflict and disagreements.
  • Keep discussion focused on the key issues. Influence others with a fair and considered approach and sound arguments.
  • Lead and facilitate productive discussions with staff and stakeholders.

Enquiries: For more information on our learning programs, please contact the IPAA NSW Learning Team on 02 8066 1900 or email learning@nsw.ipaa.org.au.
 

Terms and Conditions
Payments

Payment must be made either in full online at the time of confirming purchase or 14 days from the date of the invoice.
Payment is required prior to attending the event or course. 

Cancellation policy - Events
  • Cancellation must be in writing
  • Cancellation received more than 10 business days prior to the event running — no penalty will be incurred
  • Cancellation received within 5–10 business days prior to the event running — 50% of the event fee will be payable
  • Cancellation received within 1–5 business days prior to the event running — 100% of the event fee will be payable.
Cancellation policy - Scheduled Courses
  • Cancellation must be in writing
  • Cancellation received more than 10 business days prior to the course start date — no penalty will be incurred
  • Cancellation received within 7–10 business days prior to the event running — 50% of the event fee will be payable
  • Cancellation received within 1–6 business days prior to the event running — 100% of the event fee will be payable.
Cancellation policy - Self-paced Courses
  • Cancellations are not permitted.

Note: If you do not cancel and do not attend, 100% of the event fee must be paid.

Transfer policy - Events
  • All requests for transfers must be in writing
  • Substitute nominees may attend in your place where deemed appropriate; however, if a member wishes to substitute a non-member in their place the full fee will be payable.
Transfer policy - Scheduled Courses
  • All requests for transfers must be in writing
  • Your course registration can be transferred to another course without penalty if requested more than 10 business days prior to the course start date. Otherwise, the above cancellation policy applies. Transfers can only be requested when the course fee has been paid in full
  • Transferring your registration to another person can be done at any time without penalty, provided that nominee details are provided within a minimum of 2 business days before course/event start date; however, if a member wishes to substitute a non-member in their place the full fee will be payable.
Transfer policy - Self-paced Courses 
  • Transfers to another course are not allowed for self-paced courses.
Penalties may be waived in exceptional circumstances, work commitments do not count as exceptional circumstances.

Program Changes

IPAA NSW reserves the right to change programs/speakers/venue, or to cancel programs if the enrollment criteria are not met or when conditions beyond our control prevail. All registrants will be notified in the event of cancellation and their registration will be refunded. 


For our full terms and conditions click here

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