How to Negotiate Better
Contracts From a Legal Perspective

Course Introduction

Knowing your contractual position is one thing. Negotiating it is another.

In real commercial negotiations, the discussion is rarely about price alone. Scope, performance, payment terms, service levels, contract duration and risk can all become part of the negotiation.

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This practical programme helps professionals negotiate more deliberately using legal and commercial thinking. Participants will learn how to prepare their position, assess leverage and alternatives, uncover the interests behind stated demands, and control concessions without giving away unnecessary value.

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The focus then moves from what you are negotiating to how you negotiate it: identifying what can be traded, managing concessions, handling pressure and deadlock, and ensuring that the bargain reached is properly reflected in the final contract.

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Designed for professionals involved in contract and supplier negotiations, the workshop can be attended on its own or as a practical progression from our Contract Law and Risk Management programmes.

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Key Highlights

Participants will learn how to:

• Prepare their position using objectives, BATNA, ZOPA and leverage

• Use lawyer style questioning to uncover interests and pressure points

• Negotiate across multiple variables rather than focusing only on price

• Control concessions and trade rather than simply give

• Manage pressure, difficult positions and deadlock

• Turn negotiated outcomes into clear contractual terms