Course details

Overview

Content

Training Methodology

Overview ?

Program Objectives

By the end of the program, participants will be able to:

Recognize the importance of developing a solid Scope of Work and the implications of failing to do so.
Decide when to negotiate, as opposed to tendering.
Plan and conduct several contract-related negotiations.
Use communication and planning skills that will allow reaching a win-win outcome.
Successfully negotiate Contractual Claims and Change Orders.

This Program is designed for

Those involved in contract and/or business related negotiations. The program will also benefit those involved in negotiating the procurement of manpower and the purchasing of material supplies.This program is worth 25 NASBA CPEs.

Program Outline

Developing the Scope of Work

Must and Want Criteria
Assigning Weights
Avoiding Pitfalls through Internal and External Research
Evaluating Your Market

When to Negotiate and When to Tender

Know Your Company Policy and Practices
Evaluate the Situation
Justify Negotiation and/or Single Sourcing

The Secrets to Effective Negotiation

Planning
Communication
Making and Accepting Concessions (Conditional)

Principled Negotiation (The Harvard Model)

Separate People from Problem
Focus on Interests, not Positions
Invent Options
Use Objective Criteria

Planning: The Key to Win-Win Negotiation

The Planning Form
Different Pricing Strategies
Bases of Power
Negotiating Terms and Conditions
Negotiating Prices

Negotiating Claims and Change Orders

Contingency Funds in the Contract Price
Evaluating Validity of a Claim
Determining Necessity of a Change Order
Authorizing Extra Funds
Time Extension
Change Rates
Standby Rates

Day 1

Asset Cost Management Introduction

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Day 2

Laying the Groundwork

Day 3

Applying the Value based Process

Day 4

Ensuring the Continuity of the Value-based Process

Day 5

Supporting Process that Lower Life-cycle costs

Training Methodology

Pathways Training and consulting adopts the newest techniques of human resources Training and consulting and, with the following:

Theoretical lectures are delivered via PowerPoint and visual displays (videos and short films)
Making scientific evaluation to the trainee (before and after)
Brainstorming and role-playing
Using case studies related to the scientific material being delivered and the trainees' work.
The participants get the scientific and practical material printed and on CDs and Flash memories.
Preparing records and reports of the participants' attendance and results, with a general evaluation of the training program.
A group of the best trainers and experts in all fields and specialties professionally prepares the scientific material.
After finishing the course, the participants get certificates of attendance signed, certified, and issued by pathways Training and consulting.
Our training programs start at 9:00 o'clock in the morning and end at 2:00 in the afternoon, with snack buffet during the lectures.
Providing a lunch buffet during the training program period, with organizing a lunch party on the training program final day for taking some photos and certificate awarding.