1

Mastering the essential principles of drafting the contract 

• Identifying the contract validity conditions.
• Essential clauses.
• Particular clauses.

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.

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.

7

Risks related to contract non-performance

• Damages.
• Amicable settlement.
• The transaction.
• Arbitration and arbitration clauses.
• Dispute resolution.
• Mediation.