The intent of this module is to provide participants with the information and knowledge needed for an understanding of issues pertaining to the negotiation and preparation and management of contracts. Buyers should also understand the impact of their action on contract issues on the organisation. It is useful for those in shipping, logistics, procurement and covers the following:
Main approaches in the negotiation of commercial agreements
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Negotiation in relation to the stages of the sourcing process
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Win-win integrative approaches to negotiations
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Win-lose distributive approaches to negotiation
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Setting targets and creating a best alternative to a negotiated agreement (BATNA)
Preparation for negotiations with external organisations
