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18 - CMN - Contract Management and Negotiation Skills

CMN 107 - International Contracting

Code Start Date Duration Venue
CMN 107 09 October 2023 5 Days Istanbul Registration Form Link
CMN 107 04 December 2023 5 Days Istanbul Registration Form Link
Please contact us for fees


Course Description

This course gives an overview of the fundamentals of contract management at its different stages. It improves participants’ negotiation skills and enhances their understanding of business principles to establish long-term relationships with customers, suppliers and other stakeholders. It also explores an insider’s view of various types of contacts and explains the basic differences between them which is imortant for selecting and mitigating risk in a contractual environment, as well as exploring the key distinctions between commercial, government and international contracting process.

Course Objectives

  • Assessing what legal systems impact projects
  • Identifying legal risks in global projects
  • Drafting practical, workable international contracts
  • Controlling post-contracting changes
  • Resolving contracting disputes quickly and cost efficiently

Who Should Attend?

  • Legal directors
  • Corporate counsel
  • Practising lawyers
  • Legal practitioners
  • Business people involved in international trade and dispute resolution

Course Details/Schedule

Day 1

  • International Contracting: definition and scope
  • Organizations Outsource
  • The Global Sourcing Process
  • Discovering what law applies to an international contract
  • Cultural aspects important to successful international contracting
  • The risks associated with contracting offshore

Day 2

  • Drafting international contract clauses
  • Techniques for drafting key clauses
  • International Pricing Issues
  • Currency Issues
  • Import Duties
  • Transportation

Day 3

  • Contract Negotiation 
  • Dispute Resolution Clauses
  • Ethics in Contracting
  • Cultural and legal differences across the world
  • Standard Terms and Conditions

Day 4

  • Contract closeout
  • Post-award phase of the contract management process
  • Contract types 
  • Price Contracts
  • Cost Reimbursement Contracts
  • Verification of performance of obligations

Day 5

  • Distinctions between commercial, government and international contracting
  • Using international agents
  • Drafting and interpreting international contract documents
  • Bonds and Bank Guarantees and Letters of Credit
  • Enforcement of judgments in an international context