Course dates

Starting date, Monday 25 Nov 2019
10-5pm | 1 day

Course overview

The most powerful inoculations against disputes in international commercial transactions are quality negotiations and contract drafting, which in turn are a rare commodity. Quality negotiations and drafting require knowledge from a number of disciplines (e.g. Psychology and Law) - which this course brings together.

Space donated by the Fondazione Bulgari

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

A really good course!

The improved infrastructure for international collaborations has made international collaborations increasingly more important to succeeding in business, research and other areas.

The main barriers to these collaborations are the dispute risks, which have fatal consequences for businesses and organisations. However, these risks can be minimised with quality drafting and negotiations. Quality drafting and negotiations require a range of skills and knowledge from a number of areas, which this course brings together.

Course strengths

This course, infused with Psychological Sciences, is designed to equip participants with skills needed to for quality negotiations and drafting.

Complexities of multicultural negotiations are addressed combining knowledge on contract negotiations; expertise on human mind processes (e.g. mind influences / bugs, persuasion); differences between people and cultures; and human behaviour (Psychological and Genetic Sciences) – all essential to conducting successful negotiations.

Complexities of international contracts are addressed combining knowledge of law, its application in practice in international litigation, and drafting skills.

Practical exercises are an essential element on the course and focuses on:

  • international commercial litigation, including conflict of laws/private international law – tactics used in multinational litigation, such as pre-emptive proceedings.
  • reasoning in commercial courts and how this affects negotiations and contract drafting.
  • key legal systems and organisations influencing international business law (e.g., UK & US legal systems, UNCITRAL, Commercial Finance Association)
  • negotiating successfully with multi-cultural parties.
  • drafting contracts which minimise disputes.
  • learning about international commercial contracts in different areas of practice, including sale of goods and commercial finance: cross-border asset-based lending.
  • drafting arbitration agreements.
  • organisational psychology: individuals, groups and cultures

Learning outcomes

At the end of this course:

- You should feel significantly more in control of international negotiations and contract drafting.

- You should have learned a method of negotiating and drafting watertight contracts without the need to rely on standard contracts, and with minimal legal jargon.

- You should also have significantly improved your communication skills relevant to negotiations, including how to respond to requests for change of clauses.

- You should have gained a good understanding of successful communication with people of different cultures

- You should feel significantly more comfortable in conducting negotiations with people from different cultures and backgrounds.


This course is directed by Fatos Selita, who has delivered training in this area internationally, and has multi-disciplinary training and experience, including in law; mind processes; and differences between people / genetics.  Fatos also directs the ‘Psychology for Lawyers: Brain, Mind and Behaviour’; ‘Decision Making: Brain, Mind and Behaviour’ and ‘Public Speaking and Presenting’ courses.

All AIR courses & About AIR



Booking information

Disability Support

We are committed to providing reasonable teaching adjustments for students with disabilities that may impact on their learning experience. Please be advised that in order to provide an assessment and plan appropriate support we require as much notice as possible and, in some circumstances, up to 3 months. If you are planning to book, or have already booked, onto a short course please contact Goldsmiths Disability Team ( at your earliest convenience.


  • 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

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.

Refund policy: See AIR main page

Starting date, Monday 25 Nov 2019
10-5pm | 1 day


If you have any questions about this course please contact air ( or call +44 (0)20 7078 5468.

For information on our upcoming short courses please sign up to our mailing list.


Senate House, University of London, Bloomsbury

Related content links