Session details

All too often, contract terms and scope are said to be non-negotiable. This may be a reflection of market conditions and unequal bargaining power or a consequence of procurement rules or laws. This session will explore the imposed terms that commonly give rise to difficulties for the supply chain and project. It will consider the extent to which the procuring entity may be able to adopt a more flexible stance, and how it may be persuaded to do so. Where there is no scope for negotiation, difficult decisions will need to be made on whether to bid, how to price the risks imposed and how those risks can be mitigated or passed to others. How are these decisions to be approached?