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Commercial and Business Contracts: A Practical Guide

By: GLOMACS Training and Consultancy

United Arab Emirates

12 - 16 Feb, 2017  5 days

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USD 4,500

Understanding and managing contract risk is critically important for companies and senior employees. The business and competitive advantages of managing contracts effectively produces significant benefits. A failure to fully understand risk related items in a contract can result in lost opportunities and costly disputes. This seminar is a practical guide to contracts for business.

By focusing on pricing and key commercial terms alone companies frequently fail to maximise the value of contracts. This course will provide attendees with an understanding of procedures and practice related to the risks inherent in the formation and management of contracts. Through analysis of key contract provisions and real life examples the seminar demonstrates how to manage contract risk effectively and to ensure contract negotiations and performance occurs quickly and efficiently.

The highlights of this course are:

  • Creation of contracts including legal effectiveness and structure
  • Key contract clauses focusing on payment and non-payment remedies
  • Securing performance of a party’s obligations in the contract
  • Liability for breach of contract
  • Dispute resolution and important considerations


  • Analysis of the risks inherent in the formation and management of contracts
  • Explain key contract provisions and provide instruction on how to manage contract risk effectively
  • Interpret essential contract clauses and understand the specific terms and conditions
  • Develop your ability to negotiate an effective contract to protect your corporation’s interests
  • Discuss where things can go wrong, and learn how to avoid problems, or mitigate their effects through well drafted contracts and good management
  • Recognize how to avoid disputes but be prepared to deal with them if they arise

Training Methodology

The course will involve the attendees in as much participation as possible with discussion and exercises on particular topics. Presentations will be kept short and topical to maximise interest and participation. Topics will be designed as far as possible to be clearly relevant to the business issues faced by or likely to be faced by the delegates.

Organisational Impact

  • Ensuring that the organisation effectively manages the creation of contracts
  • Improve contracting processes within the organisation
  • Enhance transactional and litigation risk control within the organisation
  • Delivering greater value to the organisation by the use of more effective contract performance provisions
  • Minimising costly disputes caused by unclear or inappropriate contract clauses and maximising the benefits available
  • Increased awareness of methods of dealing with disputes to ensure that commercial relationships are maintained and enhanced

Personal Impact

  • Increased understanding of contracting process
  • Enabling more effective control of the contracting process
  • Understanding the importance of key contractual clauses
  • Determining appropriate allocation of risk in contracts
  • Developing enhanced contract management and administration skills
  • Improving the ability to avoid costly contractual disputes

Who Should Attend?

  • Marketing and sales staff
  • Management professionals
  • Other employees in corporate or governmental organisations who have a responsibility for drafting, negotiating, or approving contracts
  • Professionals such as legal and financial staff



How Contracts are created

  • Quantifying Risks
    • The benefits of understanding contracts
    • The pitfalls of getting it wrong
  • Controlling the Contract Process
    • Understanding the deal
    • Controlling the negotiation
  • Contract Formation
    • Offer and Acceptance
    • Battle of the forms
    • Consideration and Intention
    • Does a contract have to be written?
  • Pre-contractual Issues and Documents
    • Due diligence, permits, and financial stability
    • When are you committed?

 DAY 2

Controlling the Contracting Process

  • Auctions, Bids and Tenders
    • Invitations to Tender and Treat
    • Heads of Terms and Letters of Intent
    • Bonds and Guarantees
    • Standby Letters of Credit
  • Form of Agreement
    • Contractual structures
    • Incorporating standard terms of business
  • Informal Contracts
    • Letters of Comfort
  • Subcontracts and Warranties

 DAY 3

Key Contract Clauses

  • Pre-contracts and Post Contract “Qualification Phrases”
  • Subject to contract
  • “Without prejudice”
  • Subject to client comment
  • Securing Payment
  • Payment Obligations
  • Non-payment remedies
  • Letters of credit
  • Guarantees
  • Delivery, Ownership and Risk
    • Time and place of delivery
    • Late and failed delivery
    • Damage in transit
    • Ownership and Acceptance
    • Transfer of title and risk
    • Retention of title
    • Time of the essence
  • Liquidated Damages

 DAY 4

When Things Go Wrong

  • Contract Liability
    • Managing Liability
    • Limits of liability
    • Damages
    • Insurance and Indemnities
  • Product Liability
    • How a claim is brought in contract
    • How a claim is brought in negligence
    • Practical Risks
  • Frustration of a Contract
    • Force majeure
  • Notices and Service
  • Entire Agreement and Waiver
  • Interpretation and Signing
    • Authority to sign a contract
    • Power of Attorney
  • When do Contracts End?
    • Termination/discharge
    • Transfer
    • Variation
    • Mistake

 DAY 5

Disputes and Compliance

  • Choice of Law
  • Choice of Dispute Resolution
    • Negotiated settlement
    • Litigation
    • Arbitration
    • Mediation, adjudication, and experts
  • Settlement Issues
    • Enforcement of judgements and awards
    • Jurisdiction
  • The Importance of Business Integrity
    • Bribery
    • Corruption
    • Money laundering
    • Competition law
Dubai, United Arab Emirates Feb 12 - 16 Feb, 2017
USD 4,500.00
(Convert Currency)

+971 (04) 425 0700

Special deals available on group bookings.
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