Onsite Training · Johannesburg, SA

Commercial Contracts for Non-Lawyers

Practical Skills for Global Professionals

Gain practical skills to understand, draft, and manage commercial contracts with confidence no legal background required. Learn to navigate global standards, mitigate risks, and support business objectives across jurisdictions.

6th – 7th July 2026 Johannesburg, South Africa

Registration08:30 am – 09:00 am
Morning Sessions09:00 am – 01:00 pm
Networking Luncheon01:00 pm – 02:00 pm
Afternoon Session02:00 pm – 05:00 pm
Secure Your Seat View Agenda
Commercial Mode
Strategic Negotiation
BATNA READY
Issue Mapping ZOPA ALIGNED ✓
Legal Requirements
None Required
Core Methodology
Risk Mitigation
Course Duration
2 Days
Format
Onsite Face-to-Face Training
Location
Johannesburg, South Africa
Certification
Certificate of Attendance
Core Focus
Negotiation Strategies & Contract Analysis
CONTRACT

Course Overview

Commercial contract negotiations are often challenging, not because the parties disagree on objectives, but due to underlying issues being unclear, unstructured, or poorly prioritised. This programme provides a structured, practical approach to preparing for and conducting contract negotiations with confidence.

Day 1 focuses on understanding contractual pain points, analysing issues, and preparing negotiation plans while Day 2 focuses on negotiation strategies, tools, and hands on practice.

Participants will learn how to break down contracts into negotiation issues, link these to clear negotiation strategies, and conduct discussions in a structured, commercially grounded way. This course is suitable for professionals involved in procurement, commercial, legal, business or project environments who want to develop strong, practical negotiation capability.

Key Learning Outcomes

✓

Break down contracts into commercial, operational, legal, and risk issues.

✓

Recognise typical pain points: scope, price, delivery, warranties, liability, indemnity, and termination.

✓

Prepare for negotiation using a structured method, including BATNA, ZOPA, and walk-away points.

✓

Apply core negotiation strategies like anchoring, framing, packaging, and sequencing.

✓

Handle pressure, silence, escalation, and difficult counterpart behaviors confidently.

Why You Should Attend

Equip yourself with a structured approach to analyzing, preparing, and executing high-stakes commercial agreements.

📋

Systematic Preparation

Prepare systematically for negotiations and identify contract issues that commonly create friction.

⚖️

Cross-Functional Insights

Understand how commercial, operational, legal, and risk considerations interact within an agreement.

🎯

Issue Mapping

Use a structured approach to issue analysis, prioritisation, and building comprehensive negotiation briefs.

🛠️

Live Simulations

Practise at least eight negotiation strategies confidently through multiple exercises and simulations.

AGENDA

Training Agenda

2-Day Onsite Face-to-Face Programme

Day 1
Contractual Issues & Negotiation Preparation
📋
Session 1: Key Contractual Pain Points
  • Scope of Work clarity and boundaries.
  • Pricing, payment structures, and delivery timelines.
  • Warranties, guarantees, indemnities, and risk allocation.
  • Limitation of liability, insurance, and termination rights.
Session 2: Issue Analysis & Prioritisation
  • Identifying commercial, operational, legal, and risk issues.
  • Understanding issue interdependencies.
  • Prioritisation techniques and the Issue Mapping Framework.
Session 3: Building the Negotiation Plan
  • Setting objectives and must-have positions.
  • Determining walk-away points and sequencing issues.
  • Designing concessions and preparing an internal brief.
Session 4: BATNA & ZOPA in Negotiations
  • Understanding realistic alternatives and determining leverage.
  • Establishing ZOPA boundaries and planning fallbacks.
Day 2
Negotiation Strategies & Practice
🤝
Session 1 & 2: Anchoring, Framing & Concessions
  • Setting initial positions: Soft vs firm anchors.
  • Framing proposals to improve acceptance.
  • Concession structure, timing, and mapping (Low-Cost/High-Value).
Session 3 & 4: Packaging & Discovery
  • Grouping issues to create movement and structuring trade-offs.
  • Clarifying, probing, and understanding counterpart motivations.
  • Handling evasive or incomplete responses.
Session 5: Managing Difficult Counterparties
  • Handling delay, pressure tactics, silence, and escalation.
  • Resetting the tone and keeping control under stress.
Session 6: Full Negotiation Simulation
  • Applying all skills: Issue Identification, Structured Preparation, Anchoring, Concessions, Packaging, Questioning, and Closing.
08:30 – 09:00 amRegistration & Coffee Break
09:00 – 11:30 amCourse Session (with break)
11:30 – 01:00 pmCourse Session
01:00 – 02:00 pmNetworking & Luncheon
02:00 – 03:30 pmCourse Session
03:30 – 05:00 pmCourse Session & Wrap-up

Who Should Attend?

This course is designed for professionals with no legal background who need to navigate, negotiate, and manage commercial terms confidently.

  • 📑
    Contract Managers & Procurement Professionals responsible for sourcing and supplier agreements.
  • 💼
    Commercial Executives & Business Leaders looking to mitigate risks and improve margins.
  • ⚙️
    Project Managers involved in managing scope, timelines, and contract discussions.
  • ⚖️
    Legal Counsel seeking to align legal strategies with commercial objectives.

Course Deliverables

Practical tools to standardize your approach to commercial agreements

  • 🎓
    Certificate of Attendance

    Recognized documentation of your commercial negotiation training.

  • 🗺️
    Issue Mapping Frameworks

    Templates for prioritizing commercial, legal, and operational risks.

  • 📋
    Negotiation Brief Templates

    Worksheets to establish BATNA, ZOPA, and walk-away points before meetings.

  • 📚
    Comprehensive Material

    Hard copies of all presentations, step-by-step guides, and simulation scenarios.

FAQ

Frequently Asked Questions

A 2-day face-to-face training program designed to equip non-legal professionals with practical skills to understand, draft, and manage commercial contracts, and confidently prepare for and conduct contract negotiations.

Contract managers, procurement and sourcing professionals, commercial executives, project managers, and business leaders seeking negotiation capability without requiring a legal background.

The course covers issue analysis, BATNA & ZOPA concepts, anchoring, framing, strategic concessions, conditional offers, managing difficult counterparties, and full negotiation simulations.

The course is delivered as an Onsite Face-to-Face Training spanning 2 days (6th - 7th July 2026) in Johannesburg, South Africa.

Individual delegates are USD 1,295, groups (2-4) are USD 995/delegate, and corporate groups (5+) are USD 795/delegate. The fee covers live course sessions, material hard copies, and Certificates of Attendance.

Yes, all participants will receive a Certificate of Attendance from Corsol Corporate Solution upon successfully completing the training.

Investment & Registration

Event Code: CS-CCNL-020  |  6th – 7th July 2026  |  Johannesburg, South Africa

Delegate 1

USD 1,295

Book 1 delegate

Per delegate

Group

USD 995

Book 2 to 4 delegates

Per delegate · Best Value

Corporate

USD 795

Book 5 or more

Per delegate · All pricing excl. taxes

Enrollment Application

Payment is required within 5 working days of receiving the invoice. For 6+ delegates, contact us directly at training@corsol.net