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Contract Negotiation for IT Managers \par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0\ipgp1 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\cf17\insrsid13200683 Course Specifications \par }\pard\plain \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\b\f1\fs20\cf17\insrsid13200683 Course number: }{\f1\fs20\cf17\insrsid13200683 085069\line }{ \b\f1\fs20\cf17\insrsid13200683 Course length: }{\f1\fs20\cf17\insrsid13200683 1.0 day(s) \par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0\ipgp1 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\cf17\insrsid13200683 Course Description \par }\pard\plain \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\b\f1\fs20\cf17\insrsid13200683 Course Objective: }{\f1\fs20\cf17\insrsid13200683 You will perform IT contract negotiations.\line \line }{\b\f1\fs20\cf17\insrsid13200683 Target Student: }{\f1\fs20\cf17\insrsid13200683 This course is intended for entry-level IT managers or other IT managers who have no prior contract negotiation responsibilities.\line \line }{\b\f1\fs20\cf17\insrsid13200683 Prerequisites: }{\f1\fs20\cf17\insrsid13200683 None; Related courses of interest: Communication Skills}{\f1\fs20\cf17\insrsid5973236 and}{\f1\fs20\cf17\insrsid13200683 Business Presentations. \par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0\ipgp1 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\cf17\insrsid13200683 Hardware Requirements \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}}\pard\plain \ql \fi-360\li720\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\jclisttab\tx720\aspalpha\aspnum\faauto\ls2\adjustright\rin0\lin720\itap0\ipgp1 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\fs20\cf17\insrsid13200683 A Pentium\'ae III with 500 MHz (or better) or Macintosh\'ae Intel-based or PowerPC G4 (or better) processor \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}At least 512 MB of RAM \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}A monitor capable of 1024 x 768 screen resolution and 32-bit color display \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}A display system to project the instructor\rquote s computer screen \par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0\ipgp1 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\cf17\insrsid13200683 Software Requirements \par }\pard\plain \s15\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\fs20\cf17\insrsid13200683 Each computer requires the following software: \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}}\pard\plain \ql \fi-360\li720\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\jclisttab\tx720\aspalpha\aspnum\faauto\ls3\adjustright\rin0\lin720\itap0\ipgp1 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\fs20\cf17\insrsid13200683 Microsoft\'ae Windows Vista\'ae, Windows\'ae XP (Professional or Home Edition), Windows 2000, or Apple\'ae Mac OS\'ae X 10.4 (or higher) \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}Microsoft\'ae Internet Explorer\'ae 7 (or higher), Mozilla\'ae Firefox\'ae 2 (or higher), or Apple\'ae Safari\'ae 2 (or higher), with pop-up blocking turned off \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}Microsoft\'ae Office\'ae 2007 (only Microsoft\'ae Office Word 2007 is required for this course) \par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0\ipgp1 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\cf17\insrsid13200683 Course Objectives \par }\pard\plain \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\fs20\cf17\insrsid13200683 Upon successful completion of this course, students will be able to: \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}}\pard \ql \fi-360\li720\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\jclisttab\tx720\aspalpha\aspnum\faauto\ls4\adjustright\rin0\lin720\itap0\ipgp1 { \f1\fs20\cf17\insrsid13200683 explore the contract management process. \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}plan }{\f1\fs20\cf17\insrsid5973236 their}{\f1\fs20\cf17\insrsid13200683 negotiation}{\f1\fs20\cf17\insrsid5973236 s}{\f1\fs20\cf17\insrsid13200683 . \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}perform negotiations. \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}negotiate in special circumstances. \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}identify ways to refine }{\f1\fs20\cf17\insrsid5973236 their}{\f1\fs20\cf17\insrsid13200683 negotiating skills. \par {\listtext\pard\plain\f3\fs20\cf17\insrsid13200683 \loch\af3\dbch\af0\hich\f3 \'b7\tab}create winning results. \par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0\ipgp1 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\cf17\insrsid13200683 Course Content \par }\pard\plain \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\b\f1\fs20\cf17\insrsid13200683 Lesson 1: Exploring the Contract Management Process \par }{\f1\fs20\cf17\insrsid13200683 \par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Topic 1A: }{\f1\fs20\cf17\insrsid13200683 The Contract Management Process \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 1B: }{\f1\fs20\cf17\insrsid13200683 Explore Contract Documents \par }\pard \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Lesson 2: Planning for Negotiation \par }{\f1\fs20\cf17\insrsid13200683 \par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Topic 2A: }{\f1\fs20\cf17\insrsid13200683 Select the Negotiation Type \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 2B: }{\f1\fs20\cf17\insrsid13200683 Define Negotiation Objectives \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 2C: }{\f1\fs20\cf17\insrsid13200683 Assemble Your Negotiating Team \par }\pard \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Lesson 3: Performing Negotiations \par }{\f1\fs20\cf17\insrsid13200683 \par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Topic 3A: }{\f1\fs20\cf17\insrsid13200683 Prepare to Negotiate \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 3B: }{\f1\fs20\cf17\insrsid13200683 Make the First Proposal \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 3C: }{\f1\fs20\cf17\insrsid13200683 Counter the Offer or Proposal \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 3D: }{\f1\fs20\cf17\insrsid13200683 Work Through an Impasse \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 3E: }{\f1\fs20\cf17\insrsid13200683 Accept an Offer or Walk Away from Negotiations \par }\pard \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Lesson 4: Negotiating in Special Circumstances \par }{\f1\fs20\cf17\insrsid13200683 \par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Topic 4A: }{\f1\fs20\cf17\insrsid13200683 Perform a Cross-Cultural Negotiation \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 4B: }{\f1\fs20\cf17\insrsid13200683 Perform a Cross-Generational Negotiation \par }\pard \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Lesson 5: Refining Your Negotiating Skills \par }{\f1\fs20\cf17\insrsid13200683 \par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Topic 5A: }{\f1\fs20\cf17\insrsid13200683 Determine the Skills of a Negotiator \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 5B: }{\f1\fs20\cf17\insrsid13200683 Factors in the Negotiation Strategy \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 5C: }{\f1\fs20\cf17\insrsid13200683 Tips to Build Rapport \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 5D: }{\f1\fs20\cf17\insrsid13200683 Identify the Ways to Gain Vendor Commitment \par }\pard \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Lesson 6: Creating Winning Results \par }{\f1\fs20\cf17\insrsid13200683 \par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0\ipgp1 {\b\f1\fs20\cf17\insrsid13200683 Topic 6A: }{\f1\fs20\cf17\insrsid13200683 Close the Deal \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 6B: }{\f1\fs20\cf17\insrsid13200683 Evaluate the Success of the Negotiation \par }{\b\f1\fs20\cf17\insrsid13200683 Topic 6C: }{\f1\fs20\cf17\insrsid13200683 Ensure a Lasting Relationship \par }}