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International Contract Negotiation

International Contract Negotiation

LOGISTICS, PURCHASING AND SUPPLY CHAIN


International Contract Negotiation

Introduction:

Contract negotiation is the life-blood of commerce and in today’s global business environment it is essential for business managers and company professionals to be able to fully understand the fundamental principals of international contract law when developing the skills to negotiate deals and agreements in the international business environment.

This seminar focuses on the development of international business negotiation skills by providing a fundamental understanding of the key aspects of international contract law and the distinctive features of international business negotiation.

Objectives:

  • To provide an understanding of the key principles of international contract law.
  • To identify the distinctive features of international business negotiations.
  • To practically apply this knowledge to develop and improve skills and confidence
  • when negotiating agreements in an international business environment.
  • How to understand and recognise the key features of an international contract
  • How to plan effectively for international business negotiations
  • How to structure international business negotiations
  • How to add value and negotiate win: win outcomes in an international environment
  • How to recognise and adapt to cross cultural issues
  • How to resolve disputes when the contractual relationship breaks down

Contents:

Module 1:

  • Introduction - How International Contracting Differs from Domestic Contracting
  • Understanding different Legal Systems
    • Public Law, Private Law and the Constitution
    • The Families of Law - Civil Law & Common Law
  • What Law applies to an International Contract?
    • The Contract and the Law
    • The Applicable Law

Module 2:

  • Getting it all started - the Letter of Intent
  • When is an agreement a Contract? The Five Tests
  • What belongs in a Contract
  • The parties to a Contract
  • The Main Provisions of a Contract
    • Coming into Force
    • Definitions
    • The Exchange: Scope and Price
    • The Exchange — Delivery & Payment Clauses
    • Settlements of Disputes
    • The Warranty
  • Letter of Credit
  • Contract drafting — tips and principals

Module 3:

  • An introduction to Contract Negotiation - ‘New Car Contract’ Exercise
  • Principles of effective Contract Negotiation - The Six Myths of Negotiation
  • Effective contract negotiation
    • Preparing for negotiation
    • Contract “qualification phrases”
    • Developing strategies
    • Roles in negotiations
    • Improving your communication skills
    • Mapping routes to agreement

Module 4:

  • The five distinctive features of International Contract Negotiation
    • Applicable Law and Multi Jurisdictional Issues
    • Currency Issues
    • Governmental Involvement
    • Political Risk
    • Cultural & Ideological differences
  • Multiparty and Team Negotiations

Module 5:

  • Settling Disagreements - Dispute Resolution
  • Contractual “accidents” - default — Force Majeure
  • Re-negotiation — contract adaptation
  • Mediation — conciliation — “mini-trial”
  • Litigation in ordinary courts
  • Arbitration
  • International Business Deals
  • Round up and Discussion Session

Who should attend?

  • All those involved in any aspect of implementing, managing or administering contracts; also those involved in any step of contract preparation and award for them to realize the importance of a well-prepared contract.
  • Contracts managers and specialists

Kuala Lumpur

# Price ($) From
d-m-Y
To Action
1 2,750 12-02-2018 16-02-2018 Enquire
Course Code:3303
2 2,750 30-04-2018 04-05-2018 Enquire
Course Code:3304
3 2,750 18-06-2018 22-06-2018 Enquire
Course Code:3305
4 2,750 13-08-2018 17-08-2018 Enquire
Course Code:3306
5 2,750 29-10-2018 02-11-2018 Enquire
Course Code:3307
6 2,750 17-12-2018 21-12-2018 Enquire
Course Code:3308

Istanbul

# Price ($) From
d-m-Y
To Action
1 3,250 21-01-2018 25-01-2018 Enquire
Course Code:3429
2 3,250 18-03-2018 22-03-2018 Enquire
Course Code:3430
3 3,250 20-05-2018 24-05-2018 Enquire
Course Code:3431
4 3,250 22-07-2018 26-07-2018 Enquire
Course Code:3432
5 3,250 16-09-2018 20-09-2018 Enquire
Course Code:3433
6 3,250 18-11-2018 22-11-2018 Enquire
Course Code:3434

London

# Price ($) From
d-m-Y
To Action
1 4,250 22-01-2018 26-01-2018 Enquire
Course Code:4744
2 4,250 19-03-2018 23-03-2018 Enquire
Course Code:4745
3 4,250 21-05-2018 25-05-2018 Enquire
Course Code:4746
4 4,250 23-07-2018 27-07-2018 Enquire
Course Code:4747
5 4,250 17-09-2018 21-09-2018 Enquire
Course Code:4748
6 4,250 19-11-2018 23-11-2018 Enquire
Course Code:4749