How to Negotiate Better
Contracts From a Legal Perspective
Course Introduction
Introduction
Negotiations rarely break down because the contract is unclear. They break down because the conversation is poorly handled.
In real work settings, negotiations happen under pressure.
Tight timelines, relationship sensitivity, or a stronger counterparty controlling the agenda can cause value to quietly erode. Discounts become the default. Scope expands without compensation. Small concessions turn into permanent expectations.
This programme is designed to help professionals negotiate more deliberately and confidently, using the same thinking legal professionals apply behind the scenes. The focus is not on drafting clauses. It is on using legal and risk principles in live conversations to frame discussions clearly, manage pushback, and protect value without damaging working relationships.
This programme stands on its own for anyone who negotiates as part of their role. For participants who have attended our Contract Law or Risk Management programmes, it is also a practical way to apply those principles at the negotiation table, especially in high pressure situations.
Key Highlights
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Participants will learn how to:
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Prepare quickly and negotiate with structure under pressure
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Frame discussions around risk, outcome, and trade offs, not just price
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Use lawyer style questioning to uncover leverage and pressure points
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Handle pushback and manage concessions without value leakage
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Turn contract terms into practical negotiation currency and break deadlocks professionally