Negotiating in English

English as Communication Tool

• target-based communication
• methods of communication

Language of Contract Negotiations

• structure of negotiations
• “reading between the lines” – indirect communication
• cultural conflicts: case studies
• Legal English and special negotiating phrasesy

Contract Formation

• negotiation development
• pre-contractual documentation
• pre-contractual liability

Strategy and Tactics

• preparing and planning
• target setting
• follow-up

Workshop: Contract Negotiations and Target Setting

Cross-cultural Conflicts

Relation-building and Structure

• setting-up meetings and negotiations
• relation-building
• frame-setting
• problem-solving

Workshop: Function Tags and Language

Role Play (handout)

• contract negotiations

Workshop: Negotiating with Draft

Contracts (handout)

• working with draft documents
• reading for gist
• principles of contract drafting

Summary and Feedback

follow-up