Course Summary

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PPP ContractNegotiation

This programme forms the standard agenda for our open be tailored specif ically for your organisation on

contract negotiation course or it can

an in-company basis – using your own contract negoti

Ef fective contract negotiation is at the heart of

ation scenarios

commercial success. The art of contract is just as important for the support team as it is for the up-front negotiator

This course enables delegates to successfully negotiate contracts, deals and disputes while maintaining good relationships with the other pavariety of e�ective negotiating skills and styles

rty and their advisers. The course covers a

coupled with a detailed analysis of negotiating techniques

The course also addresses how to negotiate a settlement of a dispute that may arise whilst the contract is in operation. The course gives the opportunity for delegates to test their own skills through the use of interactive methods including case studies, workshops, practical exercises and feedback from the training consultant

© PPP Experts Limited 2017. All rights reserved.

ProgrammeOverview

About course trainer

Anthony Smith - InstructorFormer Head of UNECE PPP Taskforce

Programme Outline

DAY ONE

over 20 years of practice. He is a specialist in infrastructure, construction and PPP projects and has advised on many major PPP projects in transport, health, education, defence, accommodation, energy and waste to energy in Europe, the Middle East, the Far East and Africa

He is a member of the UNECE PPP Team of Specialists, formerly Head of the UN’s PPP Readiness Task Force (set up to give practical aid and advice to countries in their PPP implementation programmes), is an associate expert in PPP Capacity Building with UNDP. He has assisted the United Nations Economic and Social Commission in drafting its Transport PPP Guidance documentation and Co-authored the UNECE Guide to Promoting Good Governance in Public Private Partnerships

He has recently carried out a feasibility study for PPP implementation in Mongolia and Uzbekistan on behalf of the Governments and worked with USAID, the Mongolian State Property Committee and its PPP Unit to develop PPP Capacity and theMongolian Governments PPP documentation as part of USAID’s Economic Policy Reform and Competitiveness Project. He worked on a WorldBank Project or training of

Anthony has lectured extensively on PPP related topics and has worked with UNDP , United National Economic and Social Commission Asia

of Economics, The world Bank, USAID and Asian Development Bank in the

Europe developing PPP Capacity Building and drafting standard guidance and contractdocumentation

Day 1

Foundation of successful negotiation: Developing the business case and feasibility study

Building the Team:

- Developing internal capacity, - Appointing external advisors and, -

Building the documentation:

- Procurement documents, - The importance of standardized contractual documents and guidance

Developing optimal risk apportionment:

- Keeping the project bankable whilst maintaining value for money

Maintaining competition and stakeholder support during the negotiation process

Close of Day 1

DAY

TWO

Day 2

Discussion and recap of day 1

Managing negotiations:

- - Financial and technical teams. - Tracking progress of negotiations and -

Utilization of the risk matrix in negotiating the contract and ensuring that documentation follows the agreed risk

Payment and Performance Regimes:

- Obtaining consensus between the parties

Co-ordinating documentation during the negotiation process:

- Flow down of risk to sub-contracts and consultants to ensure long term project viability

Co-ordinating documentation during the negotiation process:

End of course and summary

© PPP Experts Limited 2017. All rights reserved.

Why Attend

The training highlights the practices that PPP professionals must be aware of when negotiating agreements. Participants learn how to avoid the pitfalls of simple contract terms and conditions. The participants learn and display all the key considerations and steps involved in planning,conducting, and documenting contract negotiations. Case studies focusing on PPP procurement examples expose the participants to perspectives of both public and private sector participants and how to maximize their position in real life situations

Strategies, tactics, and counter-tactics for improving contract negotiation skills are discussed and the terms and conditions of when to use them and when to merely neutralize them is emphasized

Who should attendthis training course

The course will be relevant to a wide range of PPP interested parties from dif f ering

Stakeholders or

background including:

- Local and Government Departments - Project Managers- Construction Managers- Banking and Finance - Professionals- Legal Professionals- Commercial Managers- Educational Institutions & Universities

DA

© PPP Experts Limited 2017. All rights reserved.

TABLET TECHNOLOGY

All our trainings are conducted on personalised tablets. Each delegate will receive his/her own tablet to keep, fully loaded with all the course materials and case studies!

www.pppexperts.com+44 (0) 203 137 0436 info@pppexperts.com

Contact usIf you have any questions or wouldlike further information on this or any of our training programmes, please contact us