Introduction

Commercial claims are common in large infrastructure and construction projects. Effective negotiation and settlement strategies help minimize financial losses and preserve long-term business relationships.

This course provides structured approaches to analyzing, negotiating, and resolving commercial claims efficiently.

Course Objectives

• Strengthen claims negotiation skills.

• Improve settlement strategies.

• Reduce litigation exposure.

• Protect commercial interests.

Target Audience

• Commercial managers.

• Contract administrators.

• Claims specialists.

• Project directors.

Course Outline

Day 1: Understanding Commercial Claims

1. Types of commercial claims
2. Contractual entitlement principles
3. Documentation standards
4. Financial impact analysis

Day 2: Negotiation Preparation

1. Claim evaluation methods
2. Evidence compilation
3. Cost and time quantification
4. Negotiation strategy development

Day 3: Settlement Techniques

1. Win-win negotiation approaches
2. Mediation techniques
3. Arbitration basics
4. Risk mitigation during settlement

Day 4: Protecting Commercial Interests

1. Contract amendment strategies
2. Avoiding escalation
3. Stakeholder communication
4. Reputation management

Day 5: Practical Application

1. Claims negotiation simulation
2. Settlement case study
3. Financial impact workshop
4. Settlement action plan