Contract Negotiation
Master contract negotiation with mindfulness and effective communication in our course, featuring real-world examples to refine your negotiation skills.
Next available course: Spring 2026
Classes Start 05/18/2026
Registration Open Until 05/22/2026
Course Overview
In the realm of contract management, negotiation stands as a pivotal skill, demanding a delicate balance of mindfulness and strategic acumen. Our Contract Negotiation course is meticulously designed to offer you an immersive learning experience, focusing on the cultivation of indispensable communication skills and the practical art of negotiation.
Throughout this course, you'll embark on a journey that delves into the multifaceted landscape of contract negotiation from both the buyer and seller's perspective, affording you a comprehensive understanding of the nuances involved. Real-world examples will serve as your guides, allowing you to navigate actual contractual scenarios and identify diverse negotiation styles, thereby enabling you to create agreements that are not only legally sound but also mutually beneficial for all parties involved.
You'll discover that fostering strong, collaborative relationships with your counterparts is the linchpin of productive communication, ensuring that the needs of all stakeholders are met effectively. This holistic approach will equip you with the proficiency to not only navigate the intricacies of contracts but also to transform negotiation processes into constructive, results-driven dialogues.
Course Format
Instructor-led week-to-week cadence, with assignments, discussion boards, and learning assessments (quizzes) opening on Monday and to be completed by the end of the week. This gives students flexibility to review materials at their leisure. Additionally, recorded lectures and video recordings are available to enhance learning objectives.
Price
$625Course Details
Units 2.4 CEUs / 24 PDUs
Location Online Courses
Course Type Group-Paced
Next Available Course
Term Spring 2026
Classes Start 05/18/2026
Registration Open Until 05/22/2026
What You’ll Learn
After successful completion of this course, you will be able to:
- Develop expertise in thoroughly reviewing and comprehending complex contracts, ensuring a deep understanding of their terms, conditions, and legal implications.
- Acquire advanced skills in the strategic planning and negotiation of contracts, considering both buyer and seller perspectives, and crafting agreements that align with organizational goals.
- Gain proficiency in defining and utilizing key performance metrics, equipping you with the ability to assess and monitor the success of performance-based contracts, ensuring optimal outcomes.
- Explore a wide range of negotiation styles, from competitive to collaborative, and develop the tools and techniques necessary to adapt your approach based on the situation and the parties involved, ultimately fostering more effective negotiations.
Your Instructor
Head of Procurement, Southern California Edison
<p>Brian P. Gatus leads the Indirect Procurement group for Southern California Edison (SCE). He is responsible for managing over $1.2B in annual spend and leading a team of professionals in delivering effective procurement (sourcing, contracts & negotiations) and category spend management solutions for SCE's indirect procurement and business enterprise supply chain. </p>
<p>He has a proven track record of success in leveraging spend, optimizing procurement controls, minimizing risk and improving product quality. With over 20 years of public and private sector experience, his areas of expertise include sourcing of various IT/OT hardware and software, complex contract negotiations, logistics, and execution of business process improvements. </p>
<p>From 2000 – 2010, he served with the Los Angeles Unified School District, the nation’s 2nd largest public school district, holding various supply chain leadership roles. He started his professional career in Southeast Asia, holding business operations roles in the construction and textile industries.</p>
<p>Brian is recognized by the National Contract Management Association as a Certified Professional Contracts Manager and by the Institute of Supply Management as a Certified Professional in Supply Management. He holds a Master’s degree in Business Administration from Loyola Marymount University and an undergraduate degree in Business Information Systems.</p>