Contract Negotiation · Best Practices
合同谈判 · 最佳实践
Overview
Contract Negotiation · Best Practices is part of our Supply Chain & Logistics portfolio (Best Practices). It runs as a 5-day or 10-day course, in the classroom in 40 cities or live online, and can be delivered in-house and customised for your organisation.
Available in English or Chinese, and as bilingual delivery for joint-venture and Chinese-led project teams in the Gulf and Africa.
You will be able to
- Explain the principles, terminology and standards behind Contract Negotiation.
- Apply Contract Negotiation methods to real cases from the Middle East, Europe and Africa.
- Compare methods used by leading operators worldwide.
- Leave with templates and an action plan for your own workplace.
Who should attend
Professionals seeking a structured refresher
Course outline
5-day programme (days 1–5)
Foundations and framework
- Course objectives, pre-assessment and scope of Contract Negotiation
- Key terminology and core concepts
- Supplier performance and risk
- Procurement KPIs and ethics
- Roles, responsibilities and interfaces
Principles and methods
- Supply chain strategy and segmentation
- Sourcing and supplier selection
- Methods, procedures and documentation for Contract Negotiation
- Worked examples and guided practice
Tools, analysis and performance
- Tendering, negotiation and contracting
- Inventory policy and replenishment
- Calculations, checklists and decision tools
- KPIs and performance measurement
- Group exercise on a realistic scenario
Best practices review
- Comparing methods of leading operators
- Warehousing and distribution
- Gap analysis against best practice
- Improvement priorities
Case study, assessment and action plan
- Case study: Contract Negotiation on a Middle East or African project
- Lessons learned and good practice
- Final assessment and feedback
- Personal and team action plan
The 10-day programme adds days 6–10
Advanced topics
- Advanced topics in Contract Negotiation
- Latest standards, editions and industry trends
- Logistics, shipping and customs
- Complex cases and non-routine problems
- Expert panel discussion
Digital tools and data
- Software and digital tools for Contract Negotiation
- Data analytics and dashboards
- Applying AI and automation
- Hands-on lab
Integration and management
- Integration with management systems and ISO standards
- Risk, cost and budget considerations
- Working with contractors and vendors
- Building the business case
Regional case studies
- Gulf case studies: UAE, Saudi Arabia and Qatar
- African case studies: Nigeria, Kenya, Egypt and Angola
- European benchmarks and regulations
- Peer review of participants’ own cases
Capstone project and certification
- Capstone project preparation
- Team presentations and expert feedback
- Final examination
- Certificate award and 90-day implementation plan
Where it runs
Middle East: Dubai, Abu Dhabi, Sharjah, Riyadh, Jeddah, Dammam, Al Khobar, Doha, Kuwait City, Manama, Muscat, Amman, Beirut, Cairo, Alexandria, Sharm El Sheikh, Baghdad, Erbil, Basra, Istanbul
Europe: London, Paris, Amsterdam, Barcelona, Madrid, Rome, Milan, Vienna, Geneva, Zurich, Munich, Berlin, Prague, Budapest, Lisbon, Brussels, Copenhagen, Stockholm, Athens, Edinburgh
Africa (in-house and live online): Lagos, Abuja, Port Harcourt, Nairobi, Johannesburg, Cape Town, Accra, Addis Ababa, Casablanca, Algiers, Tunis, Luanda, Dar es Salaam, Kampala, Kigali, Dakar, Abidjan, Kinshasa, Maputo, Tripoli
Live online for every time zone, including East Asia.