Negotiating & Influencing Variations to Contracts

An opportunity to revisit your negotiating style and win more concessions

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    Course Description

    Variations to contracts can be difficult. But some teams are beaten before the conversation happens. Instead of negotiating harder, you are hoisting the flag of surrender. This course is designed to give you new tools and insights to win more concessions. Discover a disciplined approach to managing change orders. You’ll become more formidable negotiators and influencers. We’ll even help you adjust your body language.

    Participants also discover how to disrupt a strong argument with an alternative offer. The alternative offer(s) will have been strategised and conceptualised beforehand. People get conditioned about the outcomes of contract variations. If you’re weary of constantly getting squeezed, then this course is a breath of fresh air. It’s also a chance to mix up your representation. It’s like playing chess. If you play the same moves, the opposition will be easily able to outwit you. But if you mix up your moves, then you’re changing the game.


    • Deflating expectations
    • The key role of active listening
    • Figuring out what’s important to the other party
    • Planning for success – success metrics
    • Influencing skills 101
    • Preparing your BATNA beforehand
    • The tricks and gambits people play at contract variation and tools to counter them
    • Analysing the issuing and tracking of variations
    • Active listening as a discovery tool
    • Structuring a change order control process
    • Smart questioning techniques
    • Positional negotiating techniques
    • Building collaboration into the Variations Discussion (why bother?)
    • Building rapport with suppliers using behavioural styles
    • Variation to Contracts – Communication starters (template)
    • Searching for opportunities in a variation presentation
    • Shrinkflation as an increasingly popular bargaining tool
    • RFM manoeuvres
    • Detached empathy as a strategy
    • Documenting concessions won

    Would you like to attend this program?

    For maximum effectiveness, this program is best conducted as an in-house program.

    Venue: For your convenience, you can choose to conduct this program at your workplace. Alternatively, we can provide a training venue at a small additional cost.

    Target Audience: Project Managers, Projects Teams & Project Stakeholders

    Cost: Price on request.

    Preferred Training Networks designs niche courses for organisations. Our professional development customers include Pitcher Partners, Freehills, Lander and Rogers, Mills Oakley, Maddocks, Goldman Sachs JBWere, National Australia Bank, ANZ, Minter Ellison, BNP Paribas, Colonial First State Asset Management, Bendigo and Adelaide Bank and Portfolio Partners.

    If you would like more information on this training program, please contact us at 1300 323 752 or Email:

    cta course

    Australia-wide training courses and workshops

    At Preferred Training Networks, we provide both in-person and online training programs for a wide range of organisations across Australia. Our Negotiating & Influencing Variations to Contracts is run by experienced, qualified experts and tailored to the needs of your business and your employees. Our leadership and management education courses are designed to help your team thrive and develop valuable skills that can transform your workplace.

    With programs available in Sydney, Canberra, Melbourne, Perth, Adelaide, Brisbane and other areas of Australia, we’re able to help businesses across the country create lasting behavioural change and provide them with the tools they need to reach new heights. If you think your business would benefit from Negotiating & Influencing Variations to Contracts and the help of our professional coaching network, take the first step and contact our team today. Wherever you are in Australia, our coaching program can either come to your organisation or we organise a venue for your convenience. Find out what our training, workshops and skills courses can do for your business and reap the benefits for years to come.

    Get your free online quote right now or give us a call on 1300 323 752 to find out more about Preferred Training Networks and discuss your requirements with us.

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