A course for anyone who wants to lead contract negotiations with the best chances for success: Mastering legal aspects, measuring the issues at stake, and avoiding mistakes in negotiation.
A course for anyone who wants to lead contract negotiations with the best chances for success: Mastering legal aspects, measuring the issues at stake, and avoiding mistakes in negotiation.
Mastering the essential principles of drafting the contract
Identifying the contract validity conditions.
Essential clauses.
Particular clauses.
Hands-on work
Hands-on work Case studies. Examples for the validity of the contract.
2
Negotiating the contract
Prerequisites.
Promises and preliminary agreements.
Entering negotiations.
3
Before negotiating the contract
Analyzing the situation. Collecting the key information from the parties present. Getting informed about the cultural ba
Identifying the partners involved in the negotiation.
Defining the roles in a multi-party negotiation.
Evaluating the balance of power.
Setting goals for yourself. Determining your expectations, your level of demand.
Assessing each party's strengths and weaknesses, crafting a pitch.
Anticipating the other party's reactions.
Identifying your counterparts' profiles.
Hands-on work
Hands-on work Filmed negotiation practice exercises.
4
Conducting a contract negotiation session
Creating the contact.
Mentioning the issues.
Stating the goals.
Making a pitch and handling objections.
Reaching a profitable long-term agreement.
5
Creating a pitch for reaching a profitable agreement
How do you enhance your arguments?
What arguments will you use to achieve your objective?
Managing tense situations calmly.
Spotting traps for negotiators.
6
Knowing how to close the deal
Analyzing and taking stock of the negotiation.
Formally signing the contract.
Hands-on work
Hands-on work Practice with difficult negotiations. Collective debriefing.
7
Risks related to contract non-performance
Damages.
Amicable settlement.
The transaction.
Arbitration and arbitration clauses.
Dispute resolution.
Mediation.
Hands-on work
Hands-on work Case study in sub-groups.
Customer reviews
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Dates and locations
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Remote class
No session at the moment, we invite you to consult the schedule of distance classes.
3d
- 21h00 
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