“Excellent course and great to learn different types of negotiations when dealing with International customers”.
Ana-Maria Del-Rio, Ultra Electronics
(5 / 5)
(5 / 5) “I have learnt some great tips for contract negotiation which I will be able to go away and use in my current role”.
Marie White, Pegasystems
“The course was brilliant and It is very interesting and informative to actually identify contract negotiation tactics which allows you to understand responses”.
Alice Scott-Morris, Insert Engineering
(4.9 / 5) “Excellent. Enhanced negotiation tools and techniques now in place”.
Rob Holmes, Nasmyth Group
“Fantastic, well-structured course. Very well delivered material with great tips and techniques for negotiating contracts. Thank you!”
David Hallett, Vattenfall
“Detailed industry-specific examples of contract negotiations, knowledgeable and engaging course leader. Good take away notes and further reading examples”.
Sebastian Chuat, Thyssenkrupp Elevator UK Ltd
(4.8 / 5) “Being able to step away from the ‘job’ and be able to break down and analyse negotiation behaviour”.
Helen McNamee, F2 Chemicals Ltd
“It was really helpful to understand the theory behind effective negotiation techniques and put this into practise”.
Adrian Bryczkowski, TPB Maritime Ltd
“I loved the interactive nature of the course, sharing ideas and experiences and the contract negotiation exercises were extremely useful”.
Meera Patel, Thyssenkrupp Elevator
“I have a lot to take away and have learned a lot from the course. I will now sit down and review and implement the suggestions around negotiation”.
Petra Nienhaus, EBRD
“The trainer had a fantastic ability to explain complex legislation in easy terms making it very simple to grasp for a non-legal brain. Really enjoyed the course.”
Clair Dart, Bluesource Information Limited
Duration
1 day
What is this course about?
Effective contract negotiation is at the heart of commercial success. The art of contract negotiation is just as important for the support team as it is for the up-front negotiator.
This course enables delegates to successfully negotiate contracts, deals and disputes while maintaining good relationships with the other party and their advisers. The course covers a variety of effective negotiating skills and styles coupled with a detailed analysis of negotiating techniques.
The course also addresses how to negotiate a settlement of a dispute that may arise whilst the contract is in operation. The course gives the opportunity for delegates to test their own skills through the use of interactive methods including case studies, workshops, practical exercises and feedback from the training consultant.
Key topics covered
- Professional contract negotiation
- What is contract negotiation?
- What is negotiable?
- Overview of contract negotiation approaches
- Negotiating styles and ethics
- Contract negotiation strategies
- Dealing with manipulative ploys
- Creative problem solving
- Negotiating with difficult people
- Excellent communication
- Cultural factors
- Negotiating by different methods
- Negotiating out of a dispute
Who would benefit?
- Executives managing or negotiating agreements
- Commercial managers
- Contracts managers and executives
- Finance managers
- Sales support team members
- Purchasing and procurement managers and executives
- Business Development Managers
- Legal professionals
- Anyone seeking to negotiate the best deal on contracts
Objectives
For delegates to:
- Recognise the importance of research and planning before any negotiation
- Identify the tactics commonly employed in negotiations
- Gain an insight into different negotiation styles
- Develop their own personal styles of negotiating
- Ensure that they can identify, manage and turn differences into a commercial advantage
Duration
1 day.
What is this course about?
Effective contract negotiation is at the heart of commercial success. The art of contract negotiation is just as important for the support team as it is for the up-front negotiator.
This course enables delegates to successfully negotiate contracts, deals and disputes while maintaining good relationships with the other party and their advisers. The course covers a variety of effective negotiating skills and styles coupled with a detailed analysis of negotiating techniques.
The course also addresses how to negotiate a settlement of a dispute that may arise whilst the contract is in operation. The course gives the opportunity for delegates to test their own skills through the use of interactive methods including case studies, workshops, practical exercises and feedback from the training consultant.
Objectives
For delegates to:
- Recognise the importance of research and planning before any negotiation
- Identify the tactics commonly employed in negotiations
- Gain an insight into different negotiation styles
- Develop their own personal styles of negotiating
- Ensure that they can identify, manage and turn differences into a commercial advantage
Who would benefit?
- Executives managing or negotiating agreements
- Commercial managers
- Contracts managers and executives
- Finance managers
- Sales support team members
- Purchasing and procurement managers and executives
- Business Development Managers
- Legal professionals
- Anyone seeking to negotiate the best deal on contracts
Key topics covered
1. What is negotiation?
- Different types of negotiation
- Underlying tensions
- Who is negotiating?
- Why negotiate
- BATNAs and WATNAs
- The other parties’ expectations
2. Overview of negotiating approaches
(a) Streetwise Tactical Ploys
- How to recognise them
- How to counter them effectively
- Why they are outdated
(b) Principled Negotiation
- Getting to Yes
- Getting past No
- What kind of ‘No’ is it?
(c) Psychological Categorisation
- The art of communication
- Using Neuro-linguistic programming to your advantage
3. Negotiation Styles and Ethics
- People
- Interests
- Options
- Criteria
4. Negotiating Strategies
- Planning a negotiation
- Desk Research
- Adopting a win-win approach
- Consider a no deal solution
- Aim high
- Using simple language
- Ask questions and then listen
- Build solid relationships
- Maintain personal integrity
- Conserve concessions
- Be patient
- Being aware of cultural differences
5. Manipulative Ploys
- How not to be hoodwinked
- Examples analysed
- Solutions discussed
6. Creative Problem Solving
- Blue sky thinking
- Looking for a third way
- A fresh approach
- Redefining the problem
- Looking for overlapping interests
7. Negotiating with Difficult People
- Exploring their BATNAs and WATNAs
- What lies behind the hostility?
- Dealing with anger
- Building bridges
- Making it hard for them to refuse
8. Excellent Communication
- The power of non-verbal messages
- How to interpret body language
- Vocal quality
- Verbal communication
- How to adopt a persuasive style
- The power of silence – the Art of doing nothing
9. Cultural Factors
- How to research
- How to prepare
- Gifts, courtesies and bribes
- Concepts of time – managing expectations
10. Negotiating by Different Methods
- Successful telephone negotiation
- Tips for successful meetings
- Putting your message across by email
- Negotiating the draft contract
- The final draft of the agreement
- Negotiating with head office and your own team
11. Negotiating out of a dispute
- Finding a win-win solution
- Playing devil’s advocate
- Strategy in the context of a litigation
- Overcoming power inbalances
- Preserving the ongoing contract
- What it takes to close a deal
Effective Contract Negotiation – Open Course
We run our Effective Contract Negotiation open course regularly throughout the year.
Please note our next open course on Wednesday 10 July 2024 will be delivered as an instructor-led virtual classroom. We will cover the same content, with the same expert training consultant but in a virtual classroom, and for a limited time the price is just £399 +VAT per delegate. You can book a place on the course by clicking here or using the red book now button on this page.
Click on any of the dropdown items below to find out more about our Effective Contract Negotiation open course.
You can view full booking terms and conditions here.
If you would prefer to, or if your question is not answered below, you can just pick up the phone and call us on 0845 130 5714 or email info@contractlawtraining.co.uk.
You can book this course using the registration form at the top right of this page.
Rebecca Attree
Our Effective Contract Negotiation open course in London is delivered by Rebecca Attree. Rebecca delivers our suite of contract law open courses encompassing Business Contract Law, Drafting Commercial Contracts, Intellectual Property Rights and Contract Management.
Rebecca graduated in Law from Downing College, Cambridge and qualified as a company commercial solicitor in the City of London. In 1993, Rebecca set up her own law firm, Attree & Co. specialising in contentious and non-contentious international commercial advice. Attree & Co now provides mediation services and training to corporates and individuals. Rebecca’s professional practice has led her to gain over 30 years’ experience in negotiating and drafting commercial contracts and resolving disputes.
Rebecca has over 20 years’ experience in devising courses and providing training in Europe in business contract law, international law, corporate law, intellectual property, negotiation and dispute resolution for both public and in-house courses.
Other topics include client care and professional standards and comparative law. She has particular expertise in advising on cross-border agreements that raise issues of applicable law and jurisdiction.
Clients include large corporates in engineering and manufacturing, banking, utilities, emergency services, law firms and Law Society groups in the UK and overseas including Airbus, Barclays Bank plc, Taylor Wessing, Bird & Bird, Eurofighter, Ernst & Young. Weil Gotshal Manges LLP, Heroux Devtek and the BBC., corporate law, joint ventures, comparative law, agency, distribution, intellectual property, research and development, competition law, mediation, and dispute resolution.
As an Accredited Mediator, Rebecca assists parties to find successful long-term solutions to complex disputes, without the cost of going to court or arbitration. Her main sectors of expertise are mediating commercial contracts, aviation, property, construction and family office. She is fully accredited to mediate in the UK, the US, and online, and has considerable experience of international disputes. More than 90% of cases she has mediated have been resolved within a day or less.
Publications
– International Commercial Agreements (Thorogood).
– European Product Liabilities (Butterworths).
You can pay for the course by credit card or request an invoice.
This training programme will be taking place as a virtual classroom event.
- We never have more than 15 delegates attending any of our open courses
- We also only allow a maximum of 4 delegates from the same organisation to attend the course
Alternatively click here to be taken to our open courses page where you will find our full course schedule. To only view dates for this particular programme, simply close this window and click on the blue button immediately below the red ‘Book Now’ button.
Alternatively you can click on the big red enquiry button at the top of the page to send us a message.
Alternatively you can click on the big red enquiry button at the top of the page to send us a message.
In-company training
Are you interested in running this course for your team or organisation?
Our contract negotiation courses can be delivered on an in-company basis for up to 15 people.
All in-company courses are tailored to meet the unique circumstances of the client organisation and delegates. We will take as much time as necessary upfront to understand your contract challenges and the scenarios which will be most relevant to your delegates.
We can put the focus on any area of contract law and make reference to your contracts throughout the course. On an in-company basis delegates get the opportunity to spend time consulting with one of the UK’s leading business contract law practitioners on what contract law means to them and their organisation.
From the outset we will provide you with expert advice and you will be assigned your own personal training adviser who will stay with you throughout the process.
Every team is different so we will provide you with a tailored training programme, designed around your team’s needs and focused on your desired outcomes.
All courses are followed up by a full training evaluation report and certificates of learning for each delegate. For groups of up to 15 delegates per course, our in-company training is a very cost-effective way to develop your people and improve team performance.
Get in touch today for a full quotation to suit your budget.
To discuss your requirements in more detail with one of our friendly advisers please call on 0845 130 5714 or email one of the team at info@contractlawtraining.co.uk.
Alternatively you can complete the short contact form below.
Do you want to talk to us about this course?
You can call us on 0845 130 5714, start a live chat or send an enquiry.
Next Course: 10 July 2024
£399 +VAT
Virtual Classroom Event
All major credit cards accepted or you can request an invoice on the registration page.
Discounts available on additional delegates.
Contract Checklist
Is your contract ready? Download our “know your contract checklist”, a series of 30 key questions that you can use to evaluate whether any business contract is good to go.Covering everything from defining the contract, statements and promises, performance and procedures through to remedies and risks.
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You may also be interested in the following courses:Getting in Touch
If you would like to discuss the Effective Contract Negotiation course with someone on the phone, please call us on 0845 130 5714. Alternatively, if you would prefer, you can start a live chat or email us at info@contractlawtraining.co.uk or fill out our simple online contact form below and one of the team will get straight back to you.If the exact solution does not already exist in our portfolio we will design something specifically for you.