The Essentials of Smart Contracting: A Complete Guide
Course Overview
This comprehensive programme equips professionals with the knowledge and skills required to negotiate and manage contracts effectively. Delegates will develop strong interpersonal and negotiation abilities, gain insights into contract planning, and explore key legal and commercial aspects of contracting.
With business agreements governing the majority of organizational activities, the ability to secure favourable contractual terms is crucial. This course provides practical tools, strategies, and simulations to help participants build confidence in negotiation, minimise risks, and enhance organizational outcomes.
This Course Will Feature
* Understanding how contracts are created and the key clauses they include
* Exploring alternative contracting strategies and structures
* Applying proven negotiation techniques to achieve better outcomes
* Managing contractual risks, claims, and variations
* Addressing commercial and legal issues in contracts
* Building negotiation skills through case studies, role plays, and team simulations
Learning Outcomes
By the end of this programme, participants will be able to:
* Understand how contracts are legally formed and structured
* Use contract provisions effectively to reduce disputes and manage risks
* Apply strategies to resolve conflicts while preserving business relationships
* Negotiate contract terms with clarity and confidence
* Manage changes, variations, and claims in contracts
* Apply dispute resolution mechanisms including mediation, arbitration, and litigation
* Develop practical skills in negotiation, from preparation to closing deals
* Handle cultural and international differences in contracting and negotiation
Agenda
Day One – How Contracts Are Formed
* Reasons for using contracts
* Basic principles of contract formation
* Formalities and authority to sign contracts
* Principles of agency
* Contractual structures for different business models
Day Two – Main Provisions & Risk Management
* Hierarchy of contract terms
* Warranties, indemnities, and insurance provisions
* Distribution of risk and performance obligations
* Termination, suspension, and force majeure
* Governing law in contracts
* Collateral warranties and entire agreement clauses
Day Three – Changes and Variations
* Managing changes to contracts
* Assignment and novation of rights
* Variations in scope of work
* Controlling and managing change effectively
* Minimising claims and disputes (delay, disruption)
Day Four – Standardisation & Performance Security
* Standard form contractual documents
* International agreements
* Bonds, guarantees, and letters of assurance
* Managing payment risk
* Reservation of ownership
* Remedies for default (damages, penalties, re-performance)
Day Five – Dispute Resolution & Conflict Management
* Avoiding disputes through contract design
* Tiered dispute resolution mechanisms
* Negotiation clauses in contracts
* Litigation and arbitration
* Mediation and modern dispute resolution processes
Day Six – Fundamentals of Negotiation
* Definition and role of negotiation
* Negotiation in dispute resolution
* Commercial impact of negotiation breakdown
* BATNA (Best Alternative to a Negotiated Agreement)
* Four-phase negotiation process
Day Seven – The Negotiator’s Toolbox
* Preparation and information needs
* Drafting proposals
* Negotiation discussion phase
* Bargaining and closing
* Position setting in negotiations
Day Eight – Negotiation Styles, Tactics & Ploys
* Cultural and international factors
* Negotiator types: Red, Purple, and Blue
* Body language and non-verbal communication
* Effective use of time and silence
* Common ploys and effective counter-strategies
Day Nine – Difficult Negotiations & Personal Fitness
* Interests vs. positions in negotiation
* Stakeholder power dynamics
* Negotiator as mediator
* Team negotiations
* Persuasion and proposal strategies
Day Ten – Putting It All Into Practice
* Negotiation case study
* Team allocation and simulation exercise
* Performance analysis
* The Do’s and Don’ts of Negotiation
* Action planning for continuous improvement
Training Methodology
The course is delivered through **interactive lectures, group discussions, practical workshops, negotiation simulations, and case studies**. Delegates will practice real-world negotiation scenarios, analyse contracts, and apply dispute resolution techniques. Emphasis is placed on **active participation** to ensure concepts are fully understood and applied.
Who Should Attend?
This programme is designed for professionals involved in contracting, procurement, and negotiation, including:
* Contract Managers & Administrators
* Procurement & Supply Chain Professionals
* Commercial Managers
* In-house Legal Counsels
* Project Managers
* Business Development Managers
* Executives responsible for supplier/client negotiations
* Anyone seeking to strengthen contract and negotiation skills
Enquiries and Registration
Enquiry at : admin@keleaders.com
Whatsapp: 0044 790 125 9494
For more details visit our website : www.keleaders.com
