For whom

  • The sales team, working in an international context
  • Project managers
  • The commercial and operational management

Issue at stake

  • Acquire the fundamentals of international contracts
  • Obtain true contract awareness thanks to this training


  • This training does not require any prerequisites.
  • Nevertheless, some commercial (national or international) or project management experience will facilitate learning.


The following objectives will be achieved when completing this training:

  • Becoming familiar with the contractual and commercial aspects of international contracts.
  • Understanding the risks inherent in contractual clauses.
  • Learning how to mitigate commercial and contractual risks.
  • Acquiring the ability to interact with specialists (lawyers, tax specialists, insurance specialists, etc.) / subject matter experts and understanding specialized publications.
  • Knowing the arguments for improved negotiation of contractual clauses.
  • Adopting the right contractual reflexes at all stages of the contract’s life.

The strong points

  • Competence: The trainer is an experienced Commercial Director of major international groups (Alstom, General Electric, Besix), having personally negotiated dozens of major contracts (3 to 300 MEuro per contract).
  • Flexibility: ability to adapt along the way according to the needs of the participants; providing answers to questions beyond the material presented.
  • Relevance: link to the most internationally recognized standard contracts: FIDIC, World Bank etc.  
  • Applicability: practical advice for negotiation.


This program is typically 1 to 3 days and will be adjusted according to the identified needs:


  • Analysis of the business environment of the trainees (e.g. by telephone meetings) to adapt the topics according to their needs.
  • Implementation of reflective phases: A self-diagnosis (anonymous) to allow participants to determine their level of competence before and after the training and identify areas for improvement.

Standard modules

  • The contract (formation of contractual relationship, documents, types of contracts)
  • Legal aspects (limitation of liability, consequential damages, indemnification, applicable law and jurisdiction)
  • Dispute resolution (dispute adjudication board, arbitration, mediation)
  • Time-related issues (entry into force, taking-over, extension of time)
  • Liquidated damages for delay/performance
  • Operational issues (scope, permits, subcontracting, approvals, etc.)
  • Risk sharing (transfer of ownership/risks, force majeure, etc.)
  • Price and payment (payment terms, variation orders, taxes)
  • The warranty period (contractual warranty / latent defects warranty etc.)
  • Termination (suspension and termination at the initiative of the contractor or project owner)
  • General provisions (bank guarantees, intellectual property rights etc.)
  • Insurance


Options that may be included according to the identified needs (and if consistent with the duration of the course):

  1. Contract Risk Scoring – method for assessing contractual risks
  2. The Principles of Negotiation – Harvard Principled Negotiation
  3. Practical cases (e.g. negotiating payment terms)
  4. Establishing and operating an optimal negotiating team


Actual case study: analysis on a relevant sample contract.  

Work situations: forum for exchange on the subjects acquired during the training on a web-based platform during the month following the training.

Contact us for more information

– by writing an e-mail to

– by phoning us at +33 6 75 11 09 83