Course Information

Introduction

This five-day course teaches practical techniques for negotiating commercial contracts. It covers preparation, tactics, clause drafting, risk allocation, and closing. Participants work on real negotiation scenarios and receive targeted feedback. The focus is on repeatable methods that improve contract outcomes.

Objectives

1. Develop a negotiation plan that aligns contract terms with your business objectives.
2. Apply negotiation tactics (opening offers, concessions, anchoring, BATNA) to influence results and preserve relationships.
3. Redraft key contract clauses—liability, warranties, termination, payment, change control—to reduce exposure and ambiguity.
4. Identify, quantify, and prioritize contract risks and create practical mitigation or trade-off strategies.
5. Close agreements and document concessions, implementation steps, and post-signature controls.

Who Should Attend?

1. Commercial Contracts Manager
2. Procurement Manager responsible for supplier negotiations
3. In-house Legal Counsel (commercial/contracts)
4. Sales or Account Manager who negotiates client agreements
5. Project or Program Manager overseeing vendor or subcontractor contracts

Training Method

• Pre-assessment
• Live group instruction
• Use of real-world examples, case studies and exercises
• Interactive participation and discussion
• Power point presentation, LCD and flip chart
• Group activities and tests
• Post-assessment
If Applicable:
• Each participant receives a 7” Tablet containing a copy of the presentation, slides and handouts

Program Support

This program is supported by:
* Interactive discussions
* Role-play
* Case studies and highlight the techniques available to the participants.

Daily Agenda

Daily Schedule (Monday to Friday)
- 09:00 AM – 10:30 AM Technical Session 1
- 10:30 AM – 12:00 PM Technical Session 2
- 12:00 PM – 01:00 PM Technical Session 3
- 01:00 PM – 02:00 PM Lunch Break (If Applicable)
- Participants are expected to engage in guided self-study, reading, or personal reflection on the day’s content. This contributes toward the CPD accreditation and deepens conceptual understanding.
- 02:00 PM – 04:00 PM Self-Study & Reflection

Please Note:
- All training sessions are conducted from Monday to Friday, following the standard working week observed in the United Kingdom and European Union. Saturday and Sunday are official weekends and are not counted as part of the course duration.
- Coffee and refreshments are available on a floating basis throughout the morning. Participants may help themselves at their convenience to ensure an uninterrupted learning experience Provided if applicable and subject to course delivery arrangements.
- Lunch Provided if applicable and subject to course delivery arrangements.