The British Academy for Training and Development offers this intensive program in "Negotiation Strategies of Contracts and Claims" to equip professionals with the tools and insights needed to manage contract negotiations and dispute resolutions effectively. In today’s commercial and project-driven environments, contracts form the foundation of business relationships, and the ability to negotiate their terms—or resolve claims arising from them—is essential.

This course focuses on strategic negotiation techniques specific to contract formulation and claims handling. Participants will explore the stages of negotiation, the role of legal and financial considerations, and the tactics used to protect organizational interests without compromising the relationship between contracting parties. The program is designed to blend contract management knowledge with practical negotiation frameworks applicable across industries.

Who Should Attend?

• Contract managers, procurement officers, and project coordinators.

• Legal advisors and in-house counsel involved in contract drafting or review.

• Claims managers, risk officers, and dispute resolution professionals.

• Senior engineers and construction project managers.

• Anyone involved in negotiation, tendering, or contract administration.

Knowledge and Benefits:

After completing the program, participants will be able to master the following:

• Understand the structure and key elements of contracts and how they impact negotiations.

• Apply proven negotiation strategies in both contract formation and claims settlement.

• Identify and mitigate common sources of conflict in contractual relationships.

• Develop clear communication techniques to support negotiation outcomes.

• Evaluate legal and commercial risks involved in contract and claim negotiations.

• Principles of Contract Law

  • Elements of a legally binding agreement

  • Contractual obligations and enforceability

  • Interpretation of contract clauses

• Types of Contracts and Their Implications

  • Fixed-price, cost-reimbursable, and time & materials contracts

  • Public vs. private sector contracting norms

  • Contract lifecycle stages

• Negotiation Fundamentals

  • The negotiation process: preparation to closure

  • Roles and responsibilities in negotiation teams

  • Establishing negotiation objectives and boundaries

• Planning for Successful Negotiation

  • Setting priorities and fallback positions

  • Understanding the other party’s interests

  • Research and data collection before negotiation

• Tactics and Techniques

  • Win-win vs. competitive strategies

  • Anchoring, framing, and concession planning

  • Handling difficult personalities and pressure tactics

• Cultural and Ethical Considerations

  • Cross-cultural communication in international contracts

  • Ethical boundaries in negotiation

  • Transparency and trust-building

• Identifying and Categorizing Claims

  • Delay, disruption, and scope change claims

  • Variations, force majeure, and unforeseen conditions

  • Claims under contract vs. legal claims

• Claims Evaluation and Documentation

  • Collecting evidence and preparing claims files

  • Notice requirements and timelines

  • Cost estimation and entitlement analysis

• Negotiating Claims Resolution

  • Pre-dispute negotiation approaches

  • Mediation, arbitration, and settlement meetings

  • Avoiding escalation to litigation

• Risk Allocation in Contracts

  • Identifying contractual risks and assigning responsibility

  • Indemnity, warranties, and limitation of liability

  • Insurance requirements and performance securities

• Performance Monitoring and Enforcement

  • Setting measurable performance indicators

  • Remedies for non-performance or breach

  • Managing contractor-subcontractor obligations

• Conflict Prevention in Long-term Agreements

  • Relationship management practices

  • Early warning systems and joint issue resolution

  • Regular review and renegotiation clauses

• Drafting and Reviewing Negotiated Contracts

  • Translating negotiated points into written agreements

  • Common pitfalls in contract wording

  • Reviewing schedules, milestones, and deliverables

• Closing the Negotiation Process

  • Final checklists and sign-off procedures

  • Role of legal and compliance reviews

  • Communication of finalized terms to stakeholders

• Post-award Management

  • Handover to operations or project delivery teams

  • Monitoring performance during execution

  • Managing contract modifications and change orders