Claims & Negotiations
Claims & Negotiations is a workshop connecting Basic Claims Management knowledge with the appropriate Negotiation Skills.
Who should attend?
Project managers
Project team members
Experts in project related departments (engineering, purchasing, sales)
Objectives
Understand basic principles of claim management
Develop awareness of respective situations in everyday business life Gain first knowledge in preparing a claim
Get to know and understand successful negotiation strategies when negotiating a claim
Understand negotiation behaviour of business partners
Improve self-assurance in negotiations
Successfully close negotiations
Content
Basic principles of contract law
Documentation and supervision of project execution
Objectives and targets of claim management
Structure of a claim
Ways and means to enforce a claim
Basic elements of negotiation
Negotiation strategies and styles
Technique of constructive negotiation
Handling of objections
Securing the objectives and successful closing of negotiations
Examples from clients’ business environment
Negotiation of a Claim defence Real life case study
Location
- Client‘s office or seminar hotel
Number of Participants
12 persons
Duration
3 days