Presented by
Falconbury
Negotiation Skills for Contracts and Commercial Managers Training Course
This highly interactive course has been specially developed for contracts and commercial managers, focussing on a negotiation methodology specific to this challenging role.
16 March 2026
+ 16 September 2026 »
from £499
- Format: Live online
- CPD: 6 hours for your records
- Certificate of completion
Course overview
This highly interactive course emphasises why it is so important to engage in the battle of the forms and achieve agreement between the contracting parties. It explains how a well negotiated contract can add value and minimise exposure to potential risks and later disputes / litigation.
The course also covers how a well negotiated contract can add value and strengthen a long-term relationship, developing collaboration to realise opportunities and make the management of projects easier, with fewer risks and less delays.
The expert trainer gives delegates the methodology to prepare for negotiation in a thorough, comprehensive and structured manner, to enable them to have clarity in what they aim to achieve from the negotiation and identify the best approach.
This course combines theory with practical application, giving delegates structure to how they approach a contract negotiation so that they are fully informed which, in turn, instills confidence ready to achieve results.
This course will look at the content of the negotiation and the process of the negotiation, without the use of legal jargon.
This course is part of our Commercial Management training courses series which aims to help individuals gain confidence in a range of areas surrounding contract law, and broader business management knowledge.
Benefits of attending
By attending this course you will develop your skills to:
- Plan the best way to prepare for a negotiation
- Understand how to add value and minimise exposure to risks
- Get to grips with the best techniques to achieve positive outcomes
- Learn how to build and sustain relationships with key stakeholders
- Use best practice techniques to undertake the negotiation
- Evaluate outcomes and reach formal written agreement
Who should attend?
All those who need to gain the latest knowledge and skills to succeed in negotiating contracts, including:
- Contracts and commercial managers and engineers
- Business development managers
- Project and procurement managers
- All those involved in the negotiation and management of commercial business contracts
Catherine Hurst
Hurst Consulting and Training Limited
Catherine Hurst BSc(Hons), CIMDip, PgDL, is an independent consultant in the contract and commercial fields. She was formerly a Commercial Manager at BAe Systems, following previous contract/commercial roles with GEC and Siemens. She has extensive practical experience of bid management, contract drafting and negotiation, contract and subcontract management as well as commercial risk management, both with UK and overseas customers and suppliers, in the private and public sectors.
She is a highly experienced trainer, having a style which brings a subject to life, creating interest and stimulating the enthusiasm of delegates. She combines academic best practice with real world experience.
She lecturers Chartered Institute of Procurement and Supply (CIPS) diploma, levels 4, 5 & 6 at Chichester college. As well as being a member of CIPS, Catherine has a degree in Management Studies, a Chartered Institute of Marketing diploma and more recently achieved a distinction in her Common Professional Examination (CPE)/Post-grad diploma in law, winning the prize for the highest achieving student in the contract law module.
Catherine has successfully provided training to organisations across a wide variety of industries, including:
Transport / utilities / energy / construction / engineering / IT / telecons: Network Rail, ScotRail, Balfour Beatty, London Underground, Westinghouse Springfields Fuels, General Dynamics, Siemens, Metronet, Thales, ABB, Hitachi, Jungheinrich, Honeywell, PALL Europe, Senior Aerospace BWT, RES (Renewable Energy Systems), AGI, Silvertown, QinetiQ, Clyde Pumps / Weir Pumps, Scottish Power, NCOC (North Caspian Operating Company), Computacentre, CISCO, BT, United Utilities
Health / pharmaceutical / education: Nuffield Health, Surrey PCT, Bristol Myers-Squibb, Newcastle University, Exeter University
Public: Forensic Science Services, Office for National Statistics, DARA (Defence Aviation Repair Agency), Metropolitan Police
Charity: Phoenix Futures, Homegroup
Retail: Co-op
NEW higher discounts for multiple bookings - bring your colleagues to make your training budget go further:
- 30% off the 2nd delegate*
- 40% off the 3rd delegate*
- 50% off the 4th delegate*
Please contact us for pricing if you are interested in booking 5 or more delegates
16 March 2026
Live online
09:30-17:15 UK (London) (UTC+00)
10:30-18:15 Paris (UTC+01)
05:30-13:15 New York (UTC-04)
Course code 15814
- GBP 499 599
- EUR 699 839
- USD 803 959
Until 09 Feb
- 1 day live online training
- Browser-based, no download usually required
- See presenters and interact with fellow attendees
- Download documentation and certification of completion
- Fair transfer and cancellation policy
Not ready to book yet?
for 7 days, no obligation
16 September 2026
Live online
09:30-17:15 UK (London) (UTC+01)
10:30-18:15 Paris (UTC+02)
04:30-12:15 New York (UTC-04)
Course code 16123
- GBP 499 599
- EUR 699 839
- USD 803 959
Until 12 Aug
- 1 day live online training
- Browser-based, no download usually required
- See presenters and interact with fellow attendees
- Download documentation and certification of completion
- Fair transfer and cancellation policy
Not ready to book yet?
for 7 days, no obligation
* Early booking discounts may not be combined with other discounts or offers. As such, the discounts for 2nd/3rd/4th delegates are based on the full price; and apply only when booking multiple delegates on the same date.
Reviews of IPI's Negotiation Skills for Contracts and Commercial Managers training course
It was a good presentation and everything delivered was relevant to the training, the speaker has vast knowledge about this domain and she explains well with all the facts and scenarios.
Apr 26 2024
Umer Shakeeb 
Category Manager, NTT DATA UK LTD
United Kingdom
- Atomic Weapons Establishment
- EPC United Kingdom Plc
- NTT DATA UK Limited
- NTT Data UK Ltd
- Simbec Orion
India
- NTT DATA UK LTD
Run Negotiation Skills for Contracts and Commercial Managers Live online for your team
1 day
Typical duration
Pricing from:
- GBP 450
- Per attendee, based on 10 attendees
- Course tailored to your requirements
- At your choice of location, or online
We can customise this course to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.
Contact our in-house training experts Aleksandra Beer and Yesim Nurko to discuss your requirements:
