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Contract Negotiation: Closing the Deal

Negotiating formal contracts and informal agreements that have the effect of a contract are a part of everyday life. Whether you are selling a product, buying a product, starting a job, trying to secure a higher salary, or starting a new business, you have to negotiate the terms and understand their implications. This workshop is for any professional who wants to learn the basics of how to negotiate a contract. This would include individuals who have no experience, but want to learn the fundamentals of contract negotiations, as well as those who have or will have a job that directly involves negotiating contracts.

Date: November 12, 19, 2014
Time: 9:00 am-5:00 pm
Location: 688 Sherbrooke West
Fee: $ 745 CAD plus applicable taxes


"Jay's personality and presence in the classroom paired with his expert knowledge in the field of negotiations, makes this class a must for anyone dealing with contracts in any shape or form."
- Adam Hunt
Procurement Director
SNC-Lavalin Inc


Description

The ability to negotiate is an essential managerial skill, as well as a core leadership competency. Negotiations take place in every context of human interaction. The purpose of this class is to teach participants some of the essential techniques of negotiating with an emphasis on contract negotiations. During this 2-day workshop, participants will be fully engaged in applied learning exercises and self-assessments. The class is designed to be fun, challenging, and substantive.


Who Should Attend

Professionals looking to improve their negotiation skills: entrepreneurs, managers, project leaders, sales professionals, consultants, customer service representatives, etc.


Objectives

At the end of this workshop participants will learn:

  • Key negotiation terms and their importance in real life negotiations
  • The fundamentals of contract negotiations
  • How to identify and leverage your ability to influence in the context of both your professional and personal, everyday situations
  • How to structure arguments in your favour

Topics Covered

  • Understanding Negotiations
  • Fundamentals of contract negotiations:
    • What is a contract?
    • How do you negotiate a contract?
    • How to be sure the written document reflects the negotiated agreement?
  • Negotiation Styles
    • What is your natural negotiating style?
    • Advantages and disadvantages of different styles
  • Negotiation Strategies
  • Ethics in Negotiation

Facilitator

Jay Hewlin

Jay A. Hewlin, Esq., J.D.

Jay A. Hewlin is an attorney and consultant specializing in managerial effectiveness, leadership and employment law. Jay is a lecturer at McGill Faculty of Management, where he teaches Negotiations and Conflict Management. In addition to his legal experience, Jay is a seasoned manager and entrepreneur, having worked as an executive in private industry and managed his own corporation in New York. He has extensive experience in negotiating and drafting contracts. Jay received his Juris Doctorate from Columbia University School of Law and BA in Music from Boston University. He has published in The Corporate Counsellor, Columbia Law Review and Ovation Magazine. As well Jay authored a book titled: The First Fifteen Minutes (For Those Dating With Marriage in Mind).

Mr. Hewlin is the recipient of 2013 Desautels Faculty of Management Distinguished Teaching Award.


Cancellation Policy

All cancellation & substitution requests must be made in writing. The following Cancellation Policy applies:

Up to 14 days prior to the start date: Full refund
7 days prior to the start date: Refund minus $100 Cancellation fee
Within 7 days of the start date: No Refund, however suitable participation substitution will be permitted

If no notice is given prior to the start of the event(s) and you fail to attend, you will be liable for the full course fee.

McGill SCS reserves the right to cancel an event up to 5 days prior to its start.


Contact Information

Telephone: 514-398-5454
E-mail: pd [dot] conted [at] mcgill [dot] ca