International Sales Contract Negotiation Training

Learning Outcomes

• Demonstrate an understanding of the legal framework governing international contracts of purchase and sale.
• Apply negotiation strategies to achieve mutually beneficial outcomes in cross-border transactions.
• Analyze key contract terms including Incoterms, payment methods, and dispute resolution clauses.
• Evaluate cultural and ethical factors influencing international negotiations.
• Draft and review contract provisions to protect organizational interests.
• Implement risk mitigation techniques for international sales agreements.

Target Audience

This course is designed for procurement managers, export/import specialists, contract managers, and legal advisors involved in international trade. It is also suitable for business owners and entrepreneurs seeking to expand into global markets.

Prerequisites

None — open enrollment

Course Outline

Practicals

Overview

Practicals are essential to apply theoretical knowledge to real-world scenarios. Learners engage in simulated negotiations, draft contracts, and review case studies to build hands-on skills in international sales contract negotiation.

Practical Activities

• Due Diligence Simulation — Learners conduct due diligence on a fictional foreign company using provided data, identifying risks and drafting a preliminary report. (4h)
• Contract Clause Drafting Exercise — Learners draft key clauses (price, payment, delivery, warranty) for a given product and country pair, then peer-review each other's work. (6h)
• Negotiation Role Play — In pairs, learners negotiate a complete sales contract with a buyer/seller scenario, applying strategies and closing the deal. (8h)
• Contract Review and Redlining — Learners review a flawed international sales contract, identify risks, and propose amendments using track changes. (4h)
• Full Contract Drafting and Presentation — Learners integrate all clauses into a final contract document and present key terms to the class for feedback. (2h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.