International Contract Negotiations

This In-house workshop will help your commercial team negotiate their way to commercial success when dealing with international contract negotiations.

Course Overview

This in-house 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 workshop shall enable the commercial team to effectively draft and negotiate contracts with knowledge and confidence.

Sample Programme

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

Recommended Trainer

Arun Singh (Prof) OBE, FRSA is an international lawyer. He was formerly a partner and Head of Commercial Law at KPMGLegal. Arun advises a range of international organisations. He is a Visiting Professor in International Business, Leadership and Negotiations at Salford University Business School, Senior Associate at Oxford University’s Institute of Legal Practice and teaches international leadership and negotiations at the University of Cambridge. He has facilitated programmes in Europe, Asia, the Middle East and the U.S.

He is a recognised corporate educator and a non executive director of 4 international investment companies one of which is listed on the London Stock Exchange chairing the Audit Committee and Investment Committee. Arun’s work for SME’s and clients such as BA, BP, CMSLegal, Orange, Diageo, KPMG, Motorola includes working with managers on business skills such as leadership, impact and influence, team dynamics, international management negotiations and conflict resolution.

Bespoke training

We can customise this course to meet the requirements of your organisation. Contact us to discuss your training requirements.

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