MasterClass NEGOTIATION & DRAFTING OF COMPLEX COMMERCIAL CONTRACTS [LEGAL, OPERATIONAL & MANAGERIAL ISSUES]

Tutor
Anestis B. Lelidis
Professional Negotiator & Contracts Specialist

Who should attend

• Lawyers / In-house Counsel.
• Special advisors who participate as external partners in the implementation of public contracts.
• Directors and members of Contracting and Procurement Divisions, as well as engineers – economists involved in the management of complex public contracts.

Note: The structure of the seminar is dedicated both for reskilling & upskilling (40% - 60% mix between them).

Pre-requisites
Previous experience in contracts negotiation is desirable but not mandatory.

Course Objectives

• Understand the need to negotiate the “deal” before the negotiation table.
• Implement appropriate tactics & strategies for effective contract negotiations.
• Incomplete Contracts & Asymmetric Information.
• Critical issues in contract negotiation.
• [“back-door” vulnerabilities / leverage in negotiations] [navigating in a world of disruption]

Course Content

Point 1: Complex Negotiations

• Holistic Strategic Framework (Lelidis Concept®) [the strategic negotiator / broad differentiation strategies
• 3-D Negotiations. [tactics – deal design – setup]
• Negotiation strategies. [TIPO framework  – methodology & implementation techniques – distributive vs. integrative strategy]
• Power & Business Negotiations.
• The speed of Trust. [the negotiating styles/exercises – managing emotions]

Point 2: Negotiation of long-term [complex] contracts

• Pre-contractual Forms.[control the negotiation pace/liability from negotiations]
• Contract Strategies / Drafting Techniques.[basic structure – dos and don’ts drafting of T&Cs]
• Applicable Law / Negotiating Critical Contractual Clauses. [force majeure/hardship, penalty/liquidated damages, liabilities, non-waiver clauses – case-study]

Point 3: Scenario-based training [Role-Play]

• Negotiation of a contract amendment. [formal changes in a contract – negotiation singularities] [set-up an appropriate agenda/”win” from the beginning]

Duration: 3online sessions (3hours per session) - 14:00 - 17:00

Note
The conduct language is in Greek & the material is in English.