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13-08-2018 (Melbourne)
20-11-2018 (Brisbane)

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Register your interest


Contract Writing & Negotiation for Non-Lawyers

2-Day Training Course: A Complete Guide to Contract Preparation Best Practice. A combination of 2 essential skills necessary to achieve the best commercial results in establishing contractual relationships & conflicting interests/priorities.

Melbourne | 13-14 August 2018
Brisbane | 20-21 November 2018

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Key Learning Objectives

  • Consider important elements of a contract such as operational factors, risks and the cost/performance balance
  • Develop a process to capture lessons learnt from previous contracts to apply now
  • Interpret a contract that you may not have designed to determine what applies to your contracts and your negotiating position
  • Ensure the contract design accurately reflects what is being procured and supports ongoing issues during the term
  • Foresee the active management of the principal-contractor relationships when varying aspects like price, deliverables and extensions
  • Understand the use /amendment of standard form contracts and contract schedules
  • Modify and create clauses that are clear, plain English and should not be misinterpreted
  • Understand ways to build and manage your bargaining power

About the Course

The negotiation and preparation and holding one accountable to a contract are the means by which businesses achieve their objectives. Two key ingredients to successful contract management are the negotiation of terms and conditions match business outcomes and ensuring a robust, well devised contract design process. This course provides an opportunity to learn how.

The course will assist contract managers to refer to and understand a contract that they may not have designed or negotiated, to determine the specific conditions that are applicable and their negotiating position.

The course will also illustrate how to make contracts relevant to the active management of the relationship between the principal-contractor. This is applicable when needing to vary things such as price and deliverables, or proposing change when exercising options of extension.

Learn how to combat tactics and tricks that are designed to unnerve you when negotiating terms, conditions, extensions and performance outcomes. Even if as a contract manager you do not draft the contract documents, your input/briefing to the drafting team/legal staff is valuable, and will be improved after this course.

Who Will Benefit

Second in our contract management CMP series, this practical intermediate course is relevant for those involved with the administration or management of contracts, developing, drafting or negotiating contract terms and conditions or evaluating contracts – in any industry sector. An understanding of contract administration fundamentals is advisable


Packages Price
2 Day Training 2018$2795$2695+GSTEarly BirdEarly Bird
  • Special rate $2156 (per person) when you book for four or more participants, please call us today on 02 9080 4307 or email to take advantage of this offer.


Location, dates & pricing

Melbourne // 13-14 August 2018
Super Early Bird rate: $2,495 (Save $300 + GST). Use code P18GL05ME. Expires by 06 Jul 2018.
Early Bird rate: $2,695. Expires by 27 Jul 2018.
Standard rate: $2,795.

Brisbane // 20-21 November 2018
Super Early Bird rate: $2,495 (Save $300 + GST). Use code P18GL05BR. Expires by 12 Oct 2018.
Early Bird rate: $2,695. Expires by 02 Nov 2018.
Standard rate: $2,795.


“[The instructor] is very knowledgeable in his field. He is the best trainer I’ve ever encountered. I’m very impressed! He was very knowledgeable and skilled in training delivery and communication. I learnt so much in two days. Very good content and excellent trainer”
Project Coordinator, Lucas

I enjoyed learning about contract planning and interpretation and gaining a better understanding of contracts generally. The instructor was interesting and passionate about contracts. I particularly enjoyed the practical examples.
Electrical Engineer, Western Power

Very engaging and I learnt a lot about how to handle myself in negotiations and also the correct way to word contracts. Alana was very descriptive and gave excellent examples when explaining particular clauses.
Contracts Administrator, TGS – NOPEC


Sean McCarthy

Course Outline

Examining various types of negotiation to understand your power and influence capabilities

  • Position bargaining
  • Cooperative bargaining
  • Constructive negotiation
  • “Getting to Yes”: Principled negotiation
  • Separate the people from the problem
  • Focus on interests; not positions
  • Invent options for mutual gain
  • Insist on using objective criteria
  • Examples of how these techniques are used in practice

Discover the skills of a strong negotiator

  • Integrity and reputation
  • Communication skills and persuasion
  • Frame of mind and creativity
  • Consider how this could be adapted to your situation

Tactics and tricks to fast-track your journey and improve your confidence

  • Helpful tips and negotiating tactics
  • Miscommunication issues that often arise, how to foresee and address them
  • Dirty tricks and how to combat them

Proceeding to agreement – your role as a contract manager

  • Understanding your role as a contract manager in the negotiation process
  • Closing the negotiation
  • Documenting the agreement
  • Follow up

The role of contracts in the commercial environment

  • The purpose of contracts in business
  • Why are they there?
  • Why are they so important?
  • What would happen if there wasn’t a contract?
  • Examples of effective and ineffective contracts
  • Review the definition of a legal agreement
  • Representations

Principles of contractual interpretation

  • Why clarity and precision in drafting is paramount
  • Structure and formatting of commercial documents
  • Examples of clauses that are clear and in plain English

Nature of the contract

  • Subject of the contract
  • Pricing mechanism
  • Relationship between the parties

Contract strategy and planning

  • Determining your contracting strategy
  • Capture lessons learnt from previous contracts
  • Appreciate the importance of getting the design accurate
  • Ensure the contract is designed to support any ongoing issues that may impact during the term such as default, termination and disputes
  • Foresee the active management of the principal-contractor relationships when varying aspects like price, deliverables, extensions
  • Understand the use and amendment of standard form contracts
  • Assessing and amending standards – how they can be adapted to suit your goals
  • Techniques in adapting and modifying existing clauses
  • When and how to start from scratch

Parties to the contract

  • Principal, contractors, sub-contractors etc
  • JV and partnering structures
  • Legal entities
  • Privity of contract

Payment & performance criteria

  • Developing a contract scope – understanding the big picture and key criteria to be included
  • Performance provisions
  • Consider operational factors and performance risks
  • Payment provisions

Risk, liability & insurance

  • Contractual risk allocation
  • Warrantees, indemnities, exclusions
  • Consequential loss and contribution
  • Insurance

Default, termination & disputes

  • Default
  • Termination
  • Disputes

General provisions

  • Interpretative provisions and jurisdiction
  • Administrative provisions
  • Ownership and intellectual property

Contract cross referencing techniques to improve the linkage and alignment of your contracts

when & where

13 - 14 Aug 2018


20 - 21 Nov 2018


On-site & in-house training

Deliver this course how you want, where you want, when you want – and save up to 40%! 8+ employees seeking training on the same topic?

Talk to us about an on-site/in-house & customised solution.

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