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Description

International Contracts: Negotiating, Securing Clauses and Preventing Disputes

Draft export contracts that hold up across distance, local practice and dispute

  • 2 days โ€” 14 h
  • In-person or virtual
  • All levels
  • Up to 6 participants

In export operations, the contract is often reduced to a purchase order and a set of general terms written for the home market. The governing law stays implicit, no forum is designated, and Incoterms are quoted without the corresponding obligations being met. Non-payment or a conformity claim then exposes how fragile the arrangement really is.

These two days are devoted to the legal security of international transactions: choice of law and dispute resolution mechanism, sensitive clauses, payment guarantees and documentary requirements. Participants work on their own contracts.

Learning objectives

  • Determine the governing law and competent forum of an international contract
  • Draft the sensitive clauses of an export sale or distribution agreement
  • Align Incoterms with the transfer of risk and documentary obligations
  • Select payment instruments and guarantees suited to the country risk
  • Anticipate dispute resolution and the conditions for enforcing a decision

What makes this programme different

Each participant submits a contract or set of general terms for a guided review
Clauses are assessed on how effectively they perform in an actual dispute
The link between price clause, Incoterm and payment instrument is covered end to end

Programme

1Legal framework of the international transaction

Knowing which law and which forum apply

  • Identifying the sources applicable to an international contract
  • Governing law clause and the limits of freedom of choice
  • Jurisdiction clause and recourse to arbitration
  • Consequences of the absence of an express choice

2Negotiation and formation of the contract

Securing the deal before signature

  • Negotiations, pre-contractual documents and letters of intent
  • Conflict between general conditions of purchase and of sale
  • Contract language and the status of translations
  • Signing authority of the foreign counterparty

3Sensitive clauses and performance

Writing clauses that hold up in practice

  • Price, price revision and currency clauses
  • Incoterms and allocation of costs, risks and formalities
  • Retention of title, guarantees and limitation of liability
  • Force majeure and hardship in an international context
  • Term, termination and notice period clauses

4Payment, guarantees and disputes

Getting paid and enforcing your rights

  • Payment instruments and documentary credits
  • Bank guarantees and credit insurance
  • Customer risk prevention according to the destination market
  • Debt recovery and enforcement of a decision abroad

Who is it for

Export managers, international sales professionals, in-house counsel, sales administration managers and directors of exporting companies.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.