Courses

The contracts that create the most value, and cause the most problems, are long, complex and involve several parties. In this advanced course you follow Marta, contracts director at Rede Hospitalar Horizonte, a fictitious organisation, as she negotiates and manages a seven-year integrated maintenance and services contract with a consortium. You will prepare multi-party, multi-issue negotiations, apply interest-based negotiation to create and share value, structure long-term contracts with adjustment and governance mechanisms, manage significant variations, assess claims, choose the most suitable dispute resolution mechanism and manage a relationship in crisis, including exit from the contract. It does not replace legal advice, which varies from country to country. With decision scenarios, case studies, Excel exercises with model answers, knowledge checks in every module and downloadable templates. The course is delivered in Portuguese.

What you will learn

• Prepare multi-party, multi-issue negotiations.
• Apply interest-based negotiation to create and share value.
• Structure long-term contracts with adjustment and governance mechanisms.
• Manage significant variations while keeping the contract in balance.
• Assess a supplier's claim and prepare the response.
• Choose the most suitable dispute resolution mechanism for each situation.
• Manage a contractual relationship in crisis, including termination.

Modules

1. Complex and multi-party negotiations84 min
2. Interest-based negotiation and value creation83 min
3. Long-term and relational contracts80 min
4. Variations in complex contracts85 min
5. Claims89 min
6. Dispute resolution81 min
7. Relationships in crisis and exiting the contract83 min

Who it is for

Contract and procurement managers