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Contract Management and Negotiation for Buyers

Value promised at signature is only realised through disciplined negotiation and active contract management. Delegates practise preparing for negotiation, structuring commercial terms, managing variations and dealing with a supplier who has stopped performing. The role plays are built on realistic South African supply scenarios.

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Register for this course

What you will be able to do

  • Prepare thoroughly for negotiation by establishing objectives, limits and walk away positions in advance.
  • Apply negotiation techniques that protect the commercial relationship while defending value.
  • Interpret the commercial clauses that most often cause disputes, including pricing, delivery, warranty and termination.
  • Establish contract governance routines such as review meetings, reporting and escalation paths.
  • Manage variations, price adjustments and scope changes without eroding the original commercial case.
  • Respond to supplier underperformance through structured remedies before resorting to termination.

Course outline

  1. 01Negotiation preparation and information gathering
  2. 02Bargaining tactics and counter tactics in practice
  3. 03Commercial clauses that drive risk and cost
  4. 04Service levels, key performance indicators and remedies
  5. 05Contract governance, reporting and review cycles
  6. 06Variations, escalation and price adjustment mechanisms
  7. 07Handling disputes and managing exit

Who should attend

Buyers, contract managers, procurement officers, project managers and technical specialists who negotiate or administer supplier agreements. It is equally useful for anyone who inherits contracts signed by others.

Dates, venues and fees

DatesVenueDaysFeeCalendarRegister
20 to 22 Oct 2026Johannesburg3R13,000Register
21 to 23 Oct 2026Cape Town3R13,000Register
26 to 28 Oct 2026Durban3R13,000Register
27 to 29 Oct 2026Pretoria3R13,000Register
28 to 30 Oct 2026Windhoek3US$1,500Register
2 to 4 Nov 2026Gaborone3US$1,500Register
3 to 5 Nov 2026Maseru3US$1,500Register
4 to 6 Nov 2026Mbabane3US$1,500Register
9 to 11 Nov 2026Lusaka3US$1,500Register
10 to 12 Nov 2026Harare3US$1,500Register
11 to 13 Nov 2026Lilongwe3US$1,500Register
16 to 18 Nov 2026Blantyre3US$1,500Register
17 to 19 Nov 2026Mozambique3US$1,500Register
18 to 20 Nov 2026Nairobi3US$1,500Register
23 to 25 Nov 2026Dar es Salaam3US$1,500Register
24 to 26 Nov 2026Kigali3US$1,500Register
25 to 27 Nov 2026Kampala3US$1,500Register
30 Nov to 2 Dec 2026Accra3US$1,500Register
1 to 3 Dec 2026Lagos3US$1,500Register
2 to 4 Dec 2026Cairo3US$1,500Register
7 to 9 Dec 2026Mauritius3US$1,500Register
8 to 10 Dec 2026Dubai3US$1,500Register
9 to 11 Dec 2026Online3US$900Register

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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