Presented by
Falconbury

International Contract Negotiations

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

Find out more

  • Format: Bespoke training
  • CPD: 6 hours for your records (depending on your requirements)
  • Certificate of completion

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.

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

Arun Singh OBE

Arun Singh is cited and ranked in the Chambers Guide to 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; he also handles international legal risk management matters. In 1999 he was appointed an OBE by HM the Queen for services to international trade, investment and intercultural management.

More details

We don't have any currently scheduled dates for this course but we can customise it to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.

See below or contact us to discuss yor requirements.

Multiple colleagues?
Talk to one of our training experts to discuss how to:

Run this course conveniently and cost-effectively in-house for your staff and colleagues

Aleksandra BEER
Training expert

+44 (0)20 7749 4749

inhouse@ipi.academy