Bargaining Process |Smart

Overview

Why Attend

Whether you're an expert negotiator or new to the field, this training course will provide you with an in-depth understanding of the negotiation process and help you develop new practical skills that allow you to plan, manage, and execute negotiations in a highly effective manner. This course is designed around advanced negotiation skills and deal-making strategies as an interactive session, using a combination of case studies, role-playing exercises, self-assessment questionnaires, videos, presentations, and group discussions to develop the topic based on participants' experiences and needs. It offers delegates the opportunity to practice the skills taught through a variety of practical negotiation exercises that emphasize participation and build upon the course materials.

Engineering contracts have unique characteristics due to the special nature of the relationships between financiers, owners, contractors, and consultants. This makes the negotiation process between these parties especially important, as the success and continuity of the relationship between all parties involved depend on it. In this distinctive program, we explore the unique nature of the negotiation process.

Course Objectives

By the end of the course, participants will be able to:

The training course aims to enable participants to achieve the following:

Gain insight into their strengths and weaknesses as negotiators and receive personalized feedback to improve performance.
Learn how to negotiate effective agreements that define, create, and capture value.
Develop a range of practical negotiation skills and strategies that can be used in various situations.
Build confidence through the ability to plan, execute, and deliver effective negotiation outcomes.
Learn how to identify, enhance, and communicate power effectively in complex, multicultural environments.
Develop an understanding of the psychological drivers behind negotiation behaviors and how to use them to influence others.
Develop a deep understanding of negotiation that leads to improved ability to lead, control, and influence outcomes.
Acquire the ability to think and plan strategically, leading to more effective deal-making and agreements.
Enhance their ability to identify, create, and capture value in negotiations.
Improve confidence in their ability to perform at a high level in negotiations.
Build a valuable skill that will improve their management and leadership abilities, ultimately enhancing their personal career prospects.

Target Audience for the Training Course

The advanced course is aimed at the following:

Sales and marketing managers in companies
Procurement and contract managers
Executives
Any individual whose role involves negotiation
Anyone ambitious who wants to build or improve their negotiation skills.

Course Outline

Concept of the Negotiation Process

Nature of negotiation in engineering contracts with contractors and consultants
Parties involved in the negotiation process in engineering contracts
Types of engineering contracts with contractors and consultants
Basic rules of negotiation with contractors and consultants
The five options in negotiation
Key steps in the negotiation process with contractors and consultants
Preparation and planning for the negotiation process
Integration strategies and win-win solutions
Bargaining strategies with contractors and consultants
Effective handling of tricks and non-integrative strategies
Different negotiation styles and effective handling of each style
The art of exchanging concessions
Using the "Iceberg" technique to understand and persuade negotiating parties
Reasons for using a negotiation team
Elements for the success of a negotiation team
Stages of forming a negotiation team
Negotiation strategies through a negotiation team
Core interests, high/low-value trade-offs, issues of fairness, and multiple offers
Defining the purpose of the contractual agreement
Formal dispute resolution process: negotiation, mediation, arbitration, and litigation
Developing mediation skills to build better deals

Training Course Locations:
The courses are held in the following countries:
Egypt, Jordan, Malaysia, Turkey, the UK, France, Italy, Germany, Sweden, Austria, Denmark, as well as Australia and the USA.
Courses are offered at times and locations suitable for your business and schedule.

Training Program Delivery Styles:

Group training in centers affiliated with the academy
Individual training
Field and practical training based on advanced models
Theoretical training in designated halls within the academy

What does the participant gain from the training program?
After completing the course, participants will receive a certified certificate from for attending the mentioned training program.

Note:
We can offer this course at a time and place that suits you.
This course is provided to high-level individuals according to top standards. For more information, please contact team.

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Schedule & Fees

2026 Schedule & Fees

25 - 29 Oct, 2026

English

Per participant USD 2,900

25 - 29 Oct, 2026

Arabic

Per participant USD 2,900

15 - 19 Nov, 2026

English

Per participant USD 2,900

15 - 19 Nov, 2026

Arabic

Per participant USD 2,900

2027 Schedule & Fees

24 - 28 Jan, 2027

English

Per participant USD 2,900

24 - 28 Jan, 2027

Arabic

Per participant USD 2,900

14 - 18 Feb, 2027

English

Per participant USD 2,900

14 - 18 Feb, 2027

Arabic

Per participant USD 2,900

25 - 29 Apr, 2027

English

Per participant USD 2,900

25 - 29 Apr, 2027

Arabic

Per participant USD 2,900

16 - 20 May, 2027

English

Per participant USD 2,900

16 - 20 May, 2027

Arabic

Per participant USD 2,900

25 - 29 Jul, 2027

English

Per participant USD 2,900

25 - 29 Jul, 2027

Arabic

Per participant USD 2,900

15 - 19 Aug, 2027

English

Per participant USD 2,900

15 - 19 Aug, 2027

Arabic

Per participant USD 2,900

24 - 28 Oct, 2027

English

Per participant USD 2,900

24 - 28 Oct, 2027

Arabic

Per participant USD 2,900

14 - 18 Nov, 2027

English

Per participant USD 2,900

14 - 18 Nov, 2027

Arabic

Per participant USD 2,900