Commercial Contract Negotiation
Negotiation decides how much value a contract actually delivers. This programme builds a disciplined approach to preparation, exchange and closure, so that negotiators enter the room knowing their limits and leave with agreements both sides can perform.
Course outline
What this programme covers, module by module.
- 01Preparing a negotiation: objectives, limits and best alternatives
- 02Understanding the other side's interests and constraints
- 03Opening positions, anchoring and the exchange of concessions
- 04Negotiating price, scope, risk and payment together rather than separately
- 05Recognising and handling pressure tactics and deadlock
- 06Closing, confirming and recording the agreement
- 07Turning the negotiated outcome into contract wording
What you will gain
- Prepare positions, limits and alternatives before negotiating
- Separate underlying interests from stated positions
- Trade concessions deliberately rather than reactively
- Handle pressure tactics and deadlock without damaging the relationship
- Close agreements on terms that can actually be delivered
- Record what was agreed so it survives into the contract
Who should attend
- Commercial and contracts managers
- Procurement and sourcing specialists
- Sales and business development professionals
- Managers negotiating supplier or client terms
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 9 to 11 Nov 2026 | Pretoria | 3 Days | R13,000 | |
| 30 Nov to 2 Dec 2026 | Durban | 3 Days | R13,000 | |
| 11 to 13 Jan 2027 | Cape Town | 3 Days | R13,000 | |
| 1 to 3 Mar 2027 | London | 3 Days | US$1,500 | |
| 10 to 12 May 2027 | Dubai | 3 Days | US$1,500 | |
| 6 to 8 Jul 2027 | Pretoria | 3 Days | R13,000 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R13,000 per delegate
- Duration
- 3 Days
- Field
- Legal, Contracts & Compliance
- Formats
- In-house, public, online
More in Legal, Contracts & Compliance
Contract Drafting and Management
Poorly drafted contracts cost organisations far more than they ever save in legal fees. This course takes participants through the full life of a commercial agreement, from instructions and drafting to variation, performance management and close out, with an emphasis on clear language and terms that can actually be enforced.
Contract Risk and Dispute Resolution
Most contract disputes are visible long before they escalate. This course equips participants to spot early warning signs, document properly, and resolve issues through negotiation, mediation or adjudication before they reach a courtroom.
Licensing, Permits and Regulatory Applications
Operations stall when a licence lapses or an application is returned incomplete. This course covers identifying what your operation must hold, preparing applications that succeed first time and keeping authorisations current.