Effective Contract Negotiation for IT Managers
Course Specifications
Course number: 085069
Course length: 1.0 day(s)
Course Description
Course Objective: You will perform IT contract negotiations.

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

Prerequisites: None; Related courses of interest: Communication Skills and Business Presentations. 
Hardware Requirements
•	A Pentium® III with 500 MHz (or better) or Macintosh® Intel-based or PowerPC G4 (or better) processor 
•	At least 512 MB of RAM
•	A monitor capable of 1024 x 768 screen resolution and 32-bit color display 
•	A display system to project the instructor’s computer screen 
Software Requirements
Each computer requires the following software:
•	Microsoft® Windows Vista®, Windows® XP (Professional or Home Edition), Windows 2000, or Apple® Mac OS® X 10.4 (or higher) 
•	Microsoft® Internet Explorer® 7 (or higher), Mozilla® Firefox® 2 (or higher), or Apple® Safari® 2 (or higher), with pop-up blocking turned off 
•	Microsoft® Office® 2007 (only Microsoft® Office Word 2007 is required for this course) 
Course Objectives
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 Content
Lesson 1: Exploring the Contract Management Process 

Topic 1A: The Contract Management Process 
Topic 1B: Explore Contract Documents 
Lesson 2: Planning for Negotiation 

Topic 2A: Select the Negotiation Type 
Topic 2B: Define Negotiation Objectives 
Topic 2C: Assemble Your Negotiating Team 
Lesson 3: Performing Negotiations

Topic 3A: Prepare to Negotiate 
Topic 3B: Make the First Proposal 
Topic 3C: Counter the Offer or Proposal 
Topic 3D: Work Through an Impasse 
Topic 3E: Accept an Offer or Walk Away from Negotiations 
Lesson 4: Negotiating in Special Circumstances

Topic 4A: Perform a Cross-Cultural Negotiation 
Topic 4B: Perform a Cross-Generational Negotiation 
Lesson 5: Refining Your Negotiating Skills

Topic 5A: Determine the Skills of a Negotiator 
Topic 5B: Factors in the Negotiation Strategy 
Topic 5C: Tips to Build Rapport 
Topic 5D: Identify the Ways to Gain Vendor Commitment 
Lesson 6: Creating Winning Results

Topic 6A: Close the Deal 
Topic 6B: Evaluate the Success of the Negotiation 
Topic 6C: Ensure a Lasting Relationship