International Contract Negotiations

This seminar, Part Two of the Commercial Contracts School, Dubai or a ‘stand alone’ seminar, delivers the necessary skills to anticipate the other party’s reaction and response to a given proposal and proactively counteract any objects to achieve the desired result in international contract negotiations. Presented by an international specialist in the field, the seminar shall enable participants to effectively draft and negotiate contracts with knowledge and confidence.

THE FULL COMMERCIAL CONTRACTS SCHOOL

The full week delivers an excellent opportunity to bring not just yourself but your whole team up-to-date with current best practice in commercial contracts training for international lawyers and commercial executives. It’s unique format consists of 3 connecting programmes, providing the opportunity for you to attend the whole week, or just the elements of the programme that are relevant to you. Or perhaps different members of the team can attend different elements.

PART 1

Business and Contract Law for International Lawyers
8-9 February 2009

PART 2

International Contract Negotiation
10 February 2009

PART 3

Liabilities and Damages in International Commercial Contracts/Agreements
11-12 February 2009

SAVE $600/£340/$440!

BOOK THE WHOLE WEEK OF THE COMMERCIAL CONTRACTS SCHOOL FOR INTERNATIONAL LAWYERS AND RECEIVE A $600/£340/$440 DISCOUNT. Plus Multiple Booking discounts available!

Who should attend?

• Lawyers working in business, government and private practice.

• All those working in a legal context but not necessarily having law as their underlying professional quali?cation, including contract managers, commercial managers and directors.

THE COMMERCIAL CONTRACTS SCHOOL FOR INTERNATIONAL LAWYERS

PART TWO: International Contract Negotiation

DAY ONE – 10th February 2009

Essentials of negotiations

• Effective negotiators
• Negotiation models
• Objectives
• Strategies
• Frameworks
• Perceptions

Preparing for negotiations – setting objectives and selecting strategy

• Preparation questions
• BATNA/ZOPA/Target
• Power, interests and positions
• Selecting a strategy
• Creating value
• Preparation in a hurry

Negotiating across national and organisational cultures

• Mapping national cultures
• Reconciling differences
• High and low context
• Types of collaborations
• Trust

Negotiating styles

• Recognising your style
• Identifying styles
• Adapting styles
• Practicing different negotiating styles

Practical Workshop – Negotiation of legal and commercial clauses

Communication skills

• Effective listening
• Effective telling
• Body language
• Silence
• Telephone and Internet

Situation tactics or ploys and counter-ploys

• Creating the right atmosphere
• Seating
• Threats/insults
• Interruptions
• Emotional appeals
• Making and reinforcing a final offer
• Encouraging closure

Negotiation Clinic
Get your queries answered on recent challenges you have faced in negotiation and how to overcome them.

Personal Action Plans

Arun Singh OBE is an international lawyer at Grundberg Mocatta and Rakison LLP. He was formerly a partner and head of commercial law at KPMG Legal. Arun is cited and ranked in Chambers Guide of the World’s Leading Lawyers. He concentrates on international investment, joint ventures, licensing of technology, research and development, M&A, energy, outsourcing and corporate governance in developed and emerging markets (including Asia and the Middle East), and also handles international legal risk management matters.

He advises a range of international organisations and is a senior associate of Oxford University Institute of Legal Practice. He teaches international negotiations at Cambridge University, he also teaches and trains as a member of the joint Duke University London School of Economics Corporate Education Network. He was appointed an OBE in January 1999 for services to international trade and investment and is a non-executive director of a number of organisations including a large investment company and one listed on the UK stock exchange

Liabilities and Damages in International Commercial Agreements

Business & Contract Law for International Lawyers