Contract Management Training

Negotiation Strategies and Techniques


Procurement managers (federal and commercial)

  • Onsite Instructor-led
  • Virtual instructor-led

Negotiation Strategies and Techniques provides a solid battery of strategies, tactics and skills that are effective in contract formation and contract administration negotiations. Every key phase of the negotiation process — from start to finish — is covered in this dynamic course, designed as a hands-on workshop that encourages participants to develop and test their skills. The course engages participants through a series of negotiation trials, providing valuable situational experience. You’ll discover the merits of thorough preparation as you identify and resolve issues and guide efforts toward measurable goals.

Learning objectives

  • Strategize and prepare for contract negotiations.
  • Use proven techniques for conducting a negotiation session.
  • Understand your strengths and use them to your advantage at the negotiating table.
  • Use 65 proven techniques for influencing the other party.
  • Maximize key listening and question - asking skills that get you the information you need.


  • Knows key negotiation points
  • Negotiations on value
  • Competitive negotiations
  • Influencing techniques
  • Persuasion techniques


  • Onsite instructor-led: 4 days - 28 / 3 days - 22.5
  • Virtual instructor-led: 4 days - 28 / 3 days - 22.5