A Highly Interactive Training Course On

The Essentials of Contracting & Contract Negotiation

Managing Risk From Formation to Implementation

The Essentials of Contracting & Contract Negotiation
Course Schedule

CLASSROOM

03-14 Aug 2026
Dubai
$11,900
30 Nov-11 Dec 2026
Dubai
$11,900
07-18 Jun 2027
London
$11,900
02-13 Aug 2027
Dubai
$11,900
29 Nov-10 Dec 2027
Dubai
$11,900
Certificate
  • Coventry Academy Certificate of Attendance will be provided to delegates who attend and complete the course

Training Overview

Training Overview

Are you leveraging the best risk management tools for your organization? Do you have confidence in securing the best deals through effective negotiation?

Contracts are vital for risk management, outlining objectives and defining the rights and responsibilities of parties involved. They help minimize risks related to cost and time overruns, potential disputes, and performance failures. This 10-day Coventry Academy training course is designed to enhance your use of various contract types to balance risk effectively. It covers ensuring legal enforceability, protecting your organization from potential overruns, and includes strategies for negotiation, dealing with difficult situations, and employing effective tactics. Equip yourself with a comprehensive set of skills and techniques to master contract management and negotiation.

What are the goals?

By attending this Coventry Academy training course, you should achieve these goals:

  • Understand How, When and if Contracts are Legally Enforceable
  • How to Transfer Risk Through Different Contract Types
  • How to Use Contract Provisions to Reduce the Risk of Disputes
  • Assess the Most Appropriate Forms of Security for Performance Failures
  • Develop New or Enhanced Skills in Negotiating Contracts and Claims

Who is this Training Course for?

This Coventry Academy training course is suitable for a wide range of professionals involved in Procurement and Contracting, and whether new or experienced in their roles. These may include:

  • Project Managers
  • Contracts Officers
  • Supply Chain Staff
  • Finance Professionals
  • Procurement Staff

The Course Content

Module 1: The Essentials of Contracting
Day One – Choosing the Right Procurement Strategy
  • Key Considerations in Choosing Strategy
  • Issues that Impact on Choice
  • Key Delivery Models
  • Principal Compensation Models
  • Sourcing Strategies
  • Type and Forms of Contract
Day Two – Appraisal and Implementation
  • Why, What and How to Procure
  • Selection and Evaluation Criteria
  • Cost and Pricing – Models and Analyses
  • Validity and Objectives of the Contract
  • Managing Supply Chain Risk
  • Navigating Negotiations - Tools and Techniques
Day Three – Principal Issues and Their Management
  • Process of Risk Management
  • Dealing with Design Liability
  • Achieving Quality and Standard of Performance
  • Managing Time and Completion Risk
  • Using Indemnities and Insurance
  • Choosing Governing Law and Jurisdiction
Day Four - Managing Performance and Changes
  • Assignment, Novation and Subcontracting
  • Implications of Changing Requirements
  • Managing Events External to the Contract
  • Setting Standards of Performance and Monitoring
  • Using Different Types of Security
  • Other Default Mechanisms
Day Five – Contract Close Out and Conflict Management
  • Completion and Close Out
  • Minimising Disputes through the Contract
  • Types and Assessment of Claims
  • Tiered Dispute Resolution Mechanisms
  • Consideration of other Resolution Processes
  • Arbitration and Litigation
Module 2: Negotiating & Dispute Resolutions
Day Six: Finding a Collaborative Position When Aiming for Agreement
  • The basis of a negotiated settlement
  • Disputes and the need for resolution
  • The place of negotiation in the contractual resolution process
  • Distributive and integrative approach to negotiations
  • Emotion, understanding and perceptions                                         
  • Ethics and the impact on the negotiation process
Day Seven: Strategic Approaches to Negotiating Required Outcomes
  • Preparation and goal setting to maintain focus
  • The key stages in planning a negotiation
  • Information needs and sources of negotiation power
  • Taking positions during the negotiation process
  • Drafting your proposal which will open the discussion
  • The discussion and importance of timing when closing deals
Day Eight: Negotiation Relationships and Team Dynamics
  • Non-verbal communication and the interpretation of body language
  • Communication skill models used in negotiation                 
  • Proposals, influence and persuasion
  • Establishing commitment
  • Building the negotiating team
  • Managing multi-party negotiations                           
Day Nine: The Impact of Culture on the Negotiation Process
  • Interests, positions and escalation
  • Why are international negotiations different?                                             
  • The influence of cultural on negotiation                                                       
  • Stakeholder power behind the interests in negotiation
  • Ploys and tactics and how to respond effectively
  • Negotiation best practice                                                      
Day Ten: Resolving Differences and Difficult Situations
  • The negotiator as a mediator in the process
  • Handling difficult negotiators
  • Negotiation case study
  • Team allocation and simulation exercise
  • The Do’s and Don’ts of Negotiating
  • Improving what we do - action planning

Providers and Associations

Anderson
Anderson
Aztech Training
Aztech Training
COPEX
COPEX

Frequently Asked Questions

This FAQ section provides quick answers to the most common questions about our services, procedures, and policies. We aim to make your experience with us as straightforward as possible. For further assistance, our support team is ready to help.

Our dedicated support team is available to assist you with any questions regarding the The Essentials of Contracting & Contract Negotiation training course, including course content, scheduling, registration, corporate bookings, and customised training solutions. We are committed to providing prompt and professional assistance throughout your learning journey.

📞 Phone: +971 58 840 7925

📧 Email: info@coventryacademy.com

🌐 Website: coventryacademy.com

We delivers training courses in carefully selected professional venues that provide a comfortable and productive learning environment. Classroom-based courses are typically hosted in premium international venues with modern facilities and dedicated training spaces designed to support effective learning. Participants also benefit from a professional setting that encourages networking, collaboration, and knowledge sharing with peers from diverse industries and backgrounds.

The The Essentials of Contracting & Contract Negotiation training course is designed to be practical, engaging, and highly interactive. Participants benefit from a dynamic learning environment that combines expert-led presentations, facilitated discussions, case studies, practical exercises, and collaborative learning activities. The focus is on developing knowledge that can be applied immediately within the workplace, ensuring participants gain both valuable insights and practical skills that support improved professional performance.

Absolutely. Coventry Academy provides customised in-house training solutions for organisations seeking a tailored learning experience. The The Essentials of Contracting & Contract Negotiation training course can be adapted to reflect your organisation’s objectives, industry requirements, operational challenges, and strategic priorities. Delivered exclusively for your team, customised training enables organisations to maximise relevance, encourage collaboration, and achieve targeted development outcomes. Our team will be pleased to discuss your requirements and develop a solution that aligns with your goals.

Yes. Participants who successfully complete the The Essentials of Contracting & Contract Negotiation training course will receive a Coventry Academy Certificate of Completion, recognising their commitment to professional development and continuous learning. This certificate serves as formal evidence of participation and achievement and can support career progression, professional credibility, and ongoing development objectives. Where applicable, details regarding professional development credits or accreditation will be provided within the course information.

No prior experience is required to attend the The Essentials of Contracting & Contract Negotiation training course. The course is designed to accommodate participants from diverse professional backgrounds and varying levels of experience. While some familiarity with the subject matter may help participants gain additional value from certain discussions and activities, the course content is structured to ensure that both newcomers and experienced professionals can fully engage with the learning experience and benefit from the training.

The The Essentials of Contracting & Contract Negotiation training course is designed for professionals seeking to strengthen their knowledge, enhance their capabilities, and achieve greater impact within their organisations. It is suitable for managers, supervisors, team leaders, technical specialists, consultants, and professionals at all career stages who wish to expand their expertise and stay current with industry developments. Whether you are looking to advance your career, improve workplace performance, or prepare for new responsibilities, this course provides valuable knowledge and practical insights to support your professional growth.

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