Skip to content

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.

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

DatesVenueDaysFeeCalendar
17 to 19 Aug 2026Lagos3US$1,500
24 to 26 Aug 2026Harare3US$1,500
31 Aug to 2 Sep 2026Kampala3US$1,500
7 to 9 Sep 2026Dar es Salaam3US$1,500
14 to 16 Sep 2026Pretoria3R13,000
21 to 23 Sep 2026Cape Town3R13,000
5 to 7 Oct 2026Online3US$900
12 to 14 Oct 2026Mozambique3US$1,500
19 to 21 Oct 2026Cairo3US$1,500
26 to 28 Oct 2026Accra3US$1,500
2 to 4 Nov 2026Lusaka3US$1,500
9 to 11 Nov 2026Kigali3US$1,500
16 to 18 Nov 2026Nairobi3US$1,500
23 to 25 Nov 2026Durban3R13,000
30 Nov to 2 Dec 2026Johannesburg3R13,000
14 to 16 Dec 2026Mauritius3US$1,500
21 to 23 Dec 2026Dubai3US$1,500

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.

Related courses in Purchasing and Supply Chain

Purchasing and Supply Chain

Strategic Procurement and Supplier Management

Move your buying function beyond order processing into a source of measurable commercial advantage. This programme covers category...

Next session
31 Aug to 4 Sep 2026
Venue
Mozambique
5 day programme
FromUS$900
Purchasing and Supply ChainNew

Public Sector Supply Chain Management

A practical programme for officials who must procure lawfully, defensibly and on time. It works through demand planning, bid committee...

Next session
31 Aug to 4 Sep 2026
Venue
Cape Town
5 day programme
FromUS$900
Purchasing and Supply Chain

Inventory and Warehouse Optimisation

Working capital tied up in slow moving stock is one of the quietest drains on South African operations. This programme shows delegates how...

Next session
31 Aug to 4 Sep 2026
Venue
Dubai
5 day programme
FromUS$900
See all Purchasing and Supply Chain courses