Formation - Négociation en anglais

Negotiating your contracts in English

• Compare the Anglo-Saxon approach with the French approach regarding negotiations
• The concept of misrepresentation and fraudulent concealment in French law
• The value of pre-contractual exchanges: knowing when you are committed, and identifying the consequences of subsequent contracts
• “Contracts” and “deeds”
• The value of unilateral pledges according to the country in question

Master the risks and the limits of your negotiations in English

• Acquire the Anglo-Saxon notions of the contract terms: “express and implied terms”, “conditions”, “warranties”, “innominate terms”….
• Determine the risks incurred concerning a price bid
• Identify the penalties of non-performance of contracts
• “Damages” and “liquidated damages”

Exercise: identification of the risks incurred during negotiation talks in English

Convince in English in order to prepare the key elements of future contracts

• Fix the objectives of the negotiations and the key elements to get across
• Define the issues, the possible leverage and the negotiation context
• Prepare a possible rescue plan when confronted with partner’s objections
• Practise the art of questioning and rephrasing
• Make sure of the interlocutors’ understanding: confirm agreement, avoid misunderstandings
• Secure the end of the negotiation
• Master the subtleties of oral English and of the legal repercussions: key-words, standard expressions, false friends….

Role-play: study different tactics of negotiation in English