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Course : Negotiating contracts: Mastering all aspects

Practical course - 3d - 21h00 - Ref. NCS
Price : 2110 € E.T.

Negotiating contracts: Mastering all aspects


Average of customer reviews Average of customer reviews Average of customer reviews
3,9 / 5

Required course



INTER
IN-HOUSE
CUSTOM

Practical course in person or remote class
Disponible en anglais, à la demande

Ref. NCS
  3d - 21h00
2110 € E.T.

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Course schedule

1
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
3,9 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
NADAA A.
12/10/26
4 / 5

quality trainer and quality interaction
GAËLLE Q.
12/10/26
4 / 5

The content focused heavily on commercial negotiation rather than contractual negotiation. As contractual negotiation is often a consequence of commercial negotiation – and in some cases (quality contracts / R&D development contracts) there is little commercial negotiation – contractual negotiation nevertheless carries significant weight. These aspects were not covered during the training. Furthermore, very little time was devoted to the breach of contract (a subject I was very interested in).
JÉRÔME V.
12/10/26
4 / 5

There were a lot of digressions, and some topics had to be covered very quickly to finish the programme

> Show more comments


Publication date : 08/23/2024


PARTICIPANTS


PREREQUISITES


TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.

ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.

TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.

TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.

ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.

This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.


This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.