Effective Contract Negotiation for IT Managers

Effective Contract Negotiation for IT Managers

You will gain the knowledge to successfully perform IT contract negotiations.


This course is intended for entry-level IT managers or other IT managers who have no prior contract negotiation responsibilities.


None; Related courses of interest: Communication Skills and Business Presentations.


Upon successful completion of this course, students will be able to:
• explore the contract management process.
• plan their negotiations.
• perform negotiations.
• negotiate in special circumstances.
• identify ways to refine their negotiating skills.
• create winning results.

Course Outline

Lesson 1: Exploring the Contract Management Process
• The Contract Management Process
• Explore Contract Documents

Lesson 2: Planning for Negotiation
• Select the Negotiation Type
• Define Negotiation Objectives
• Assemble Your Negotiating Team

Lesson 3: Performing Negotiations
• Prepare to Negotiate
• Make the First Proposal
• Counter the Offer or Proposal
• Work Through an Impasse
• Accept an Offer or Walk Away from Negotiations
Lesson 4: Negotiating in Special Circumstances
• Perform a Cross-Cultural Negotiation
• Perform a Cross-Generational Negotiation

Lesson 5: Refining Your Negotiating Skills
• Determine the Skills of a Negotiator
• Factors in the Negotiation Strategy
• Tips to Build Rapport
• Identify the Ways to Gain Vendor Commitment

Lesson 6: Creating Winning Results
• Close the Deal
• Evaluate the Success of the Negotiation
• Ensure a Lasting Relationship

Length of Class: 
One Day
Instructor-led or Online: