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

Dates of conduct: 20 - 22 of October (code. 09097504122)

Price or participation fee: 650 € 

Price includes presentations, notes, exercises, case-study, role-play and a Certificate of Completion.

 

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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]

 

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.

 

Tutor

Anestis B. Lelidis

Professional Negotiator & Contracts Specialist

Note

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

 

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