Course: Negotiating, Drafting & Understanding Contracts

The Programme Content

Day One :  What is the “deal” behind the contract, and how do you get there?

• What constitutes a contract?
• How to structure commercial arrangements
• Innovative commercial solutions (e.g. Partnering, “BOOT” contracts etc)
• How to negotiate a contractual structure
• Basic techniques for negotiation
• How to document discussions
• Relationship between negotiation and contract drafting
• Closing a deal
• Dealing with difficult negotiators

Day Two : Drafting Contracts

• Using standard forms
• Developing your own standards
• Modifying forms
• Dealing with contract qualifications and amendments
• Structuring complex documents

Negotiating Contracts

• “Level playing field” issues – how to be fair to more than one bidder
• Dealing with errors in a bid
• Negotiating complex wording
• Formalities to finalise the contract
• Authority to sign

Day Three : Drafting Specific Clauses

• Performance of the work
• Title
• Risk
• Intellectual property
• Variations
  • To the contract
  • To the scope of work
• Extension of time
• Force majeure
• Time for completion
• Liquidated damages and penalties
• Acceptance and testing
• Termination and suspension
• Law of the contract and dispute resolution

Day Four : Management of Contracts

• Risk assessment and management
• Kick-off meetings
• Assignment of responsibilities
• Setting and managing expectations
• Planning
• Reporting – being realistic with requirements
• Progress meetings and expediting
• Dealing with defaults
• Dealing with external factors (e.g. force majeure)
• Recognising and managing change
  • To the contract terms
  • To the scope of work
• Payment issues – including international trade
• Close out
• Lessons learned

Day Five : Dealing with Disputes

• Recognising potential problems
• Dealing with issues as they arise
• Legal rights and commercial outcomes distinguished
• Negotiation structures for internal dispute resolution
• Types of external dispute resolution
• Litigation
• Arbitration
• Adjudication
• Expert Determination
• Mediation
• Issues with different legal systems
• Enforcement of awards
• Management of disputes
• Avoiding disputes in the first place

The Scandinavian Academy for Training and Development adopts the latest scientific and professional methodologies in training and human resource development, aiming to enhance the efficiency of individuals and organizations. Training programs are delivered through a comprehensive approach that includes:

• Theoretical lectures supported by PowerPoint presentations and visual materials (videos and short films).
• Scientific evaluation of participants before and after the program to measure progress and knowledge acquisition.
• Brainstorming sessions and practical role-playing to simulate real-life scenarios.
• Case studies tailored to align with the training content and participants work nature.
• Assessment tests conducted at the end of the program to evaluate the achievement of training objectives.

Each participant receives the training material (both theoretical and practical) in printed form and saved on a CD or flash drive. Detailed reports, including attendance records, final results, and overall program evaluations, are also provided.

Training materials are prepared professionally by a team of experts and specialists in various fields. At the end of the program, participants are awarded a professional attendance certificate, signed and accredited by the Scandinavian Academy for Training and Development.

Program Timings:

• 9:00 AM to 2:00 PM in Arab cities.
• 10:00 AM to 3:00 PM in European and Asian cities.

The program includes:

• A daily buffet provided during the sessions to ensure participants comfort.

The Course

Contracts are the basic structure of all business relationships, whether they be for the construction of a major new facility, or the supply of stationery, the terms and the management of the contract itself are critical to the success of all companies. As such, contracts touch every aspect of business life, and it is important that all staff (whether directly involved in contract management or not) understand how they operate, particularly in an international context.

The seminar covers the three stages of contracting; negotiating the “deal”; documenting that deal in a robust, but practical way: and managing the performance of the contract itself. The intention is to develop general skills with application to a wide range of contracts, and to allow participants to have an awareness of practices in other areas and other industries, which may add value to their own situations. The seminar will also give an opportunity to consider matters from the perspective of the other party to a contract.

The Goals

This seminar is designed to:

• Emphasise the need to negotiate the “deal” before structuring the contract documentation
• Provide tools and techniques to assist in such negotiations
• Examine the drafting and modification of specific contract clauses, using real examples
• Look at some of the differences in approach in different jurisdictions (and the common themes that run through contracting)
• Review some of the skills that will enhance the efficient management of contract
• Examine ways to avoid disputes, or to manage them successfully

The Delegates

• Project, Construction, Cost and Quantity Professionals
• Purchasing officers
• Procurement, Tendering, Contracts Personnel
• Buyers & Financial Professionals
• Those new to the function, preparing for a major project, or experienced professionals looking for a refresher

The Process

The seminar will combine conventional teaching, including real examples, together with a high level of participation; including an interactive approach to involving participants in discussion of topics; exercises; and encouraging participants to bring their own experiences forward for discussion and debate.

The Benefits

• The seminar will enhance the skills of the delegates, and enable them to have a better understanding of how contracts are created; structured; and drafted. This will improve the ability of staff to understand the commitments they are entering into on behalf of the organisation, and the obligations of the other parties.
• Enhanced management skills will improve the efficiency of contract administration and management.
• Improved skills in negotiation, and dispute avoidance and resolution will be valuable in all aspects of the organisation, both in relation to external contracts, but also internal relationships.
• How to negotiate a contractual arrangements
• What constitutes a valid contract
• Problem areas with major clauses, and how to avoid them
• Differences in approach between different legal systems
• Drafting issues that arise on common clauses, and how to negotiate these terms
• How to use standard form documents efficiently
• Techniques to improve the efficient management of contracts
• Latest thinking on dispute resolution, and ways to avoid disputes

The Core Competencies

Competencies addressed and enhanced by this seminar include:

• Negotiation
• Structuring contracts
• Contract drafting
• Dealing with qualifications to contracts
• International contracting
• Avoiding disputes
• Resolving disputes

The Scandinavian Academy for Training and Development is committed to hosting all training programs in dedicated and well-equipped hotel facilities specifically designed for conducting and delivering training sessions, unless explicitly stated otherwise on our website. Participants will be notified of the program venue within 7 to 21 days prior to the programs start date, based on the Academys assessment and the programs circumstances. The Scandinavian Academy for Training and Development emphasizes that it holds no responsibility for any force majeure events that may prevent the program from being held at the designated venue. Nevertheless, the Scandinavian Academy for Training and Development will make every effort to provide suitable alternatives and extend the necessary support to participants in the event of a venue change due to unforeseen circumstances.