Drafting and Negotiating International Contracts (one week) - Campus or Vir...

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Goldsmiths, University of London:

Senate House, wc1e 7hu OR New Cross, se14 6nw

Room details will be emailed


United Kingdom

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Refund Policy

Refunds up to 7 days before event

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"You have the perfect method of making a good lawyer. Thank you!"

"A really good course!"

The course is available in four formats:

  • Campus
  • Online (Virtual Classroom) with live tutoring
  • Clients' Office
  • Bespoke (Group or 1-2-1 coaching)

Campus Courses - VAT-free: Our venues are in central London (Senate House) and in New Cross. Room details and instructions on how to get there will be emailed to you ahead of the course.

Virtual Classroom Course Information - VAT-free: Live tutoring brings all the benefits of face to face training and, in addition, improves skills for ‘digital’ participation. There is now an increasing need for on-line activities in all areas of life. Meetings, interviews, presentations and conferences are increasingly opting for participation and contribution via digital platforms. Therefore, ‘digital’ participation is becoming an essential skill of the 21st century.

Bespoke Course Information: Please contact us for tailor-made course options: 1-1 coaching and bespoke group training. We will adapt the course to your tailored to your interests, needs and desired outcomes.

Next available dates: at Virtual Classroom (VC), Senate House (SH) or main campus New Cross (NC)

· 19-23 Oct 2020 (SH)

This course is designed to improve your ability to negotiate contracts in multi-cultural setting, and draft clear and efficient multi-jurisdictional contracts.

In this course, you will gain knowledge from:

  • international law

  • cross-border litigation

  • psychology, and

  • cultural studies.

This combination of knowledge from different disciplines is essential for negotiating and drafting quality contracts.

You will learn:

  • about international commercial dispute resolution, including loopholes in the law and tactics they allow for;

  • how such tactics and other risks can be covered in contracts to prevent non-performance and disputes.

  • how to draft contracts with accessible language to increase their performance and preventative effectiveness, as well as to strengthen business relations.

  • science-based negotiation techniques for use at pre-drafting and during drafting stages – that are effective in cross-border and domestic contexts.

Why study this course?

The course brings together training from multiple jurisdictions; experience in international commercial transactions internationally; and knowledge from key related areas, such as Psychology, and Cultural and Individual Differences.

Key elements of this course

The course provides opportunity to consolidate and apply knowledge through practical exercises. The following elements of contracts and negotiations are covered:

Issues in cross-border commercial transactions

  • Assessing risks (legislative, political, judicial etc.)

  • Performance

  • Cultural differences

International commercial litigation

  • Litigating in practice, including tactics used in multinational litigation

  • Conflict of laws/private international law, jurisdiction and other issues

Reasoning in commercial courts

  • Understanding commercial courts’ reasoning, and using this knowledge to negotiate and draft contracts

  • Differences in reasoning in domestic matters

  • How differences in reasoning affect drafting and negotiations

Psychology (Organisational and other): individuals, groups and cultures

  • Psychological processes affecting negotiations

  • Perceived and real individual, group and cultural differences; and what they mean for negotiations

A substantial part of the course covers knowledge, techniques and practical exercises on:

  • Negotiation methods and style

  • Understanding psychological processes affecting human behaviour

  • Negotiations to personality

  • Multi-cultural negotiations

  • Use of knowledge on individual differences in negotiations

  • Mind bugs and negotiations


  • Effective use of negotiations in drafting

  • Risk assessment and planning techniques

  • Drafting techniques

  • Techniques for using clear language concisely

  • Techniques for minimising use of contract templates, to minimise related harm

  • Effective use of contract templates

  • Specific international commercial contracts in different areas of practice, including sale of goods and commercial finance: cross-border asset-based lending

Is this course for me?

This course is particularly suitable for those working in international business as a lawyer, negotiator, or a business person.

The course is also suitable for students and those considering a change of career to international business (law or other), as well as for anyone wishing to understand international business transactions and how to prevent disputes during negotiation and drafting stages.

Other recommended courses to be taken separately or in combination

Psychology and Law – a one-day course, focusing on key psychological phenomena and mind processes and weaknesses affecting justice – as they apply in the justice context.

Decision Making and the Mind: Weaknesses, Biases and Persuasion – a one-day course suitable for anyone wishing to learn about persuasion and mind influences and how they penetrate our mind to affect decision making. Understanding of psychological processes is at the core of decision making and communication, and is essential to effective public speaking.

Intermediate Public Speaking and Presenting – a one-day course for those who wish to take their public speaking to a more advanced level.

All AIR courses & About AIR


This course is directed by Fatos Selita, an English barrister and a New York State Attorney; with experience in international business transactions in the UK, USA, Russia and United Nations Commission on International Trade Law (UNCITRAL); who has delivered training in this area internationally; and who has multi-disciplinary training and experience, including in law, mind influences, and individual differences / behavioural genetics.

Booking information

Fee: £750

As a University, we are able to offer our courses at minimum prices, and free of VAT - to make knowledge available to as wide audience as possible.


We offer a number of discounts: 10% when a participant enrolls for more than one of our courses (at the same time); - 20% UK students; - 25% Members of the UK Law and Society Association (UKLSA). - If five people register from the same institution for the same intake, the fifth place is free. - Goldsmiths students, staff and alumni - email us for current discounts.

Group bookings:

To book this course for a group, please email us air(@gold.ac.uk). The price for group bookings starts from £5,950, covering a maximum of 8 people.


Email: air(@gold.ac.uk); Phone: +44 (0)20 7078 5468. For information on our upcoming short courses please sign up to our mailing list.

Refund policy: See AIR courses main page

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Date and Time


Goldsmiths, University of London:

Senate House, wc1e 7hu OR New Cross, se14 6nw

Room details will be emailed


United Kingdom

View Map

Refund Policy

Refunds up to 7 days before event

Eventbrite's fee is nonrefundable.

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