Course dates

Due to the developing Covid-19 situation, Goldsmiths has unfortunately had to suspend all face-to-face teaching, including on Short Courses. Many of our courses are already available via live distance learning, and we are working towards offering most courses online going forward. For more information about taking short courses remotely, please get in touch using the email in the Enquiries section below.

Starting date, Monday 19 Oct 2020
10am-5pm | 5 days

Course overview

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

It will teach you about international commercial dispute resolution (including loopholes in the law and tactics they allow for) and how such tactics and other risks can be covered in contracts to prevent non-performance and disputes.

You will learn to draft contracts with accessible language to increase their performance and preventative effectiveness, as well as to strengthen business relations. You will also learn science-based negotiation techniques, effective in cross-border and domestic contexts, for use during contract pre-drafting and drafting.

The course brings together training from multiple jurisdictions, experience in international commercial transactions, and knowledge from related key areas like psychology, and cultural and individual differences. You will improve your understanding of international law, cross-border litigation, psychology, and cultural studies. This combination of knowledge from different disciplines is essential for negotiating and drafting high-quality contracts.

On this course

Issues in cross-border commercial transactions

  • Assessing, among others, legislative, political, and judicial risks
  • 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 the reasoning of commercial courts, 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
  • What individual, group, and cultural differences (perceived or real) mean for negotiations

Key negotiating knowledge and techniques

  • Negotiation methods and style
  • Understanding psychological processes which affect human behaviour
  • Negotiations and personality
  • Multi-cultural negotiations
  • Using knowledge of individual differences in negotiations
  • “Mind bugs” and negotiations

Key drafting knowledge and techniques

  • Effective use of negotiations in contract drafting
  • Risk assessment and planning techniques
  • Contract drafting techniques
  • Using clear and concise language
  • Effective use of contract templates
  • Minimising the use of contract templates to reduce the problems they can cause
  • Specific international commercial contracts in different areas of practice, including the sale of goods and commercial finance
  • Cross-border asset-based lending

Who is this course for

This course is particularly suitable for lawyers, negotiators, or business people working in international business.

it is also suitable for students, those considering a career change to international business, and anyone else wishing to understand international business transactions and how to prevent disputes during negotiations and drafting.

Related courses

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 – a one-day course for those who wish to take their public speaking to a more advanced level.



Booking information

Disability Support

We are committed to providing reasonable teaching adjustments for students with disabilities that may impact on their learning experience. If you require adjustments, please complete the relevant section on the booking form and also contact us at shortcourses ( so we can respond to your requests as soon as possible. 

Please note that our short courses sell-out quickly, so early booking is advisable. 


  • 10% when a participant enrols for more than one of our courses (at the same time)
  • 20% off for UK students
  • 25% off for 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 can 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 an audience as possible.

Please see the AIR homepage for information on our refund policy.

Starting date, Monday 19 Oct 2020
10am-5pm | 5 days


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

Tutor information

Fatos Selita

This course is directed by Fatos Selita, an English barrister and a New York State Attorney with training in Psychology, Genetics and Mind Influences. Fatos has more than nine years of experience in delivering public speaking training internationally and is a trainer in Mind Influences on Decision making. He also directs the Psychology for Lawyers: Brain, Mind and Behaviour, Decision Making: Brain, Mind and Behaviour, and Public Speaking and Presenting courses.


About the department

AIR courses combine expertise from a range of disciplines, as well as research and practice. Our tutors are renowned experts in their fields, with UK and international qualifications, and extensive teaching experience. For more information about AIR and to view other shorts courses we offer, please visit the AIR homepage.

Related content links