Course : Negotiating contracts: Mastering all aspects

Practical course - 3d - 21h00 - Ref. NCS
Price : 2060 CHF E.T.

Negotiating contracts: Mastering all aspects



Required course



INTER
IN-HOUSE
CUSTOM

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

Ref. NCS
  3d - 21h00
2060 CHF E.T.







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.
NY ANGÉLIQUE L.
27/05/26
4 / 5

I would have liked to see more case studies
ROSLANE L.
27/05/26
2 / 5

Like many participants on this course, we expected to focus purely on contract negotiation, given that the course is called ‘Contract Negotiation’ and the syllabus includes the management and negotiation of contracts. In the end, however, this course focused more on all aspects of negotiation, particularly commercial negotiation; we had expected a legal expert or a solicitor to be the trainer, rather than someone from a business or marketing background.
SOLENE H.
27/05/26
2 / 5

The training course did not meet my expectations. We didn’t look at any contracts or clauses. The content was very much focused on soft skills, with no real practical feedback from the trainer on specific cases. The legal training really wasn’t up to standard – the trainer had no real understanding of legal concepts.



Publication date : 08/23/2024



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.

Dates and locations

Dernières places
Date garantie en présentiel ou à distance
Session garantie
From 12 to 14 October 2026
FR
Remote class
Registration
From 12 to 14 October 2026
EN
Remote class
Registration
From 2 to 4 June 2027
FR
Remote class
Registration
From 2 to 4 June 2027
EN
Remote class
Registration
From 20 to 22 September 2027
FR
Remote class
Registration
From 20 to 22 September 2027
EN
Remote class
Registration

REMOTE CLASS
2026 : 12 Oct., 12 Oct.

2027 : 2 June, 2 June, 20 Sep., 20 Sep.



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.