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Contract negotiation skills

Effective contract negotiation delivers value for money and ensures clear communication and fully understood agreements and deliverables in your commercial contracts.

About this course

Do you achieve successful outcomes when you negotiate commercial agreements? Learn to navigate the balance between legal enforcement of contractual rights and managing your relationship with the other party. Effective contract negotiation ensures you achieve good business results and build solid client and partner relationships. During this course, you will also review commercial terms and conditions then apply a framework for resolving contractual performance issues and disputes.

Course structure

The course will take you through all the stages of contract negotiation using theory, frameworks, examples and practical application of skills learned. The main objective of contract negotiation is to gain solutions and agreements that work for both parties. If this is not achieved, problem areas can surface further down the track leading to conflict and misunderstandings. This course sets out the different stages of contract negotiation and covers the most common areas of disputes and how these can be resolved.

You will learn how to recognise different negotiation styles and what this means for your negotiations and become familiar with the forms of bargaining power and how this operates during the contract lifecycle. The course also incorporates group activities, practical exercises and case studies.


Learning outcomes

At the end of this course you will be able to:

  • Identify different negotiation approaches and apply the appropriate tactic to individual circumstance and context
  • Recognise the importance of legal rights and obligations in contracts
  • Understand the importance of personal relationships and the limitations of relying solely on contracts to deliver value for money
  • Learn and apply major skills required to be effective in a negotiation
  • Identify and implement behaviours and thinking to be successful in a negotiation
  • Understand what makes a good agreement for the participant, their organisation and the other party
  • Increase confidence and develop an extensive negotiation plan to more effectively direct negotiations and conflict resolution
  • Understand the alternative dispute resolution (ADR) options and how each can be effectively applied.


COVID-19 Information

UTS is undertaking a number of social distancing initiatives, as informed by NSW Health advice, to help reduce social interactions in support of the government’s efforts to slow the spread of COVID-19. As part of this response, some of our short courses may be postponed to a later date.

Please note however, bookings are open for all courses offered by the Institute for Public Policy and Governance (IPPG). If a course needs to be postponed, participants will have the chance to transfer to a later date, a new course or request a full refund. IPPG will also be offering a range of online or blended learning options facilitated via zoom video conferencing. If you have any questions in the interim, please do not hesitate to contact our team at

Who is this course for?

Professionals who deal with clients, contractors and vendors particularly procurement and contract management staff.

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