Skip Main Navigation
Page Content

Save This Event

Event Saved

Negotiating Contracts > 4/10/19

Institute for Supply Management [ISM] of Silicon Valley

Wednesday, April 10, 2019 from 8:30 AM to 4:00 PM (PDT)

Negotiating Contracts > 4/10/19

Ticket Information

Ticket Type Sales End Price Fee Quantity
Negotiating Contracts > 4/10/19
INSTRUCTOR: Leslie Marell, J.D., Negotiating Contracts > 4/10/19, 8:30 AM Start Time & 4:00 PM End Time
Apr 3, 2019 $599.00 $0.00

Share Negotiating Contracts > 4/10/19

Event Details

A Professional Seminar Presented by: The Institute for Supply Management - Silicon Valley Inc.

TITLE: Negotiating Contracts

DATE: April 10, 2019 | Wednesday: 7 Hour DAY SEMINAR

INSTRUCTOR: Leslie Marell, J.D., Business Attorney and Professional Speaker on Business and Contract Law

LOCATION: HYATT House - San Jose/Silicon Valley, 75 Headquarters Dr., San Jose, CA 95134

START & END TIMES: 8:30 AM Start Time & 4:00 PM End Time

Fee: $599.
Seminar Fees includes: Complimentary Wi-Fi, healthy breakfast, lunch buffet, Starbucks coffee, TAZO teas, afternoon break, certificate of completion, seminar reference manuals and materials. Seminar materials are only available to those in attendance.




Leslie Marell, J.D. brings to her clients over 25 years experience as both an in-house and outside legal advisor to small, medium and large businesses in the technology, computer products, electronics, manufacturing, medical/ health care, and services industries. She has advised hundreds of manufacturers and OEMs, contract manufacturers, distributors, and independent sales agents as well as purchasing, sales, IT and marketing organizations and professionals. The firm has extensive legal experience counseling companies in the areas of Business Contracts, Business Formation and Maintenance, Purchasing and Sales law, Computer and Technology law, Employment law and day to day legal matters.


This interactive one-day seminar will provide you with strategies, tactics, and a deeper understanding of contracts necessary to improve your contract negotiating skills – whether you’re on the purchasing or sales side of the table.

The skills and techniques of effective negotiation can be mastered; no one is born with a “negotiating gene.”

During the seminar, participants will engage in practical, hands-on exercises designed to become more effective in the contract negotiation process by going through these process steps:

Review of Legal Issues and Contract Language: Review of legal and contract terminology, associated contract language, and the buyer’s and seller’s perspectives.

Ensuring the Contract Matches the Deal: Discussions of how to expedite the contract process. Exercises in identifying and agreeing upon the deal points before exchanging contract language.

Reviewing and Modifying the Contract: Class exercises in reviewing language to determine if the contract reflects the parties’ deal.  Approaches to modifying the language to capture the deal points.

Defining Your Goals: Discussions and exercises in determining not only the company’s short term goals, but the long term business goals as well.

Identifying Worst Case Scenarios: Learn to identify “worst case” scenarios, discuss with your counterpart and write contract language that serves as operating guidelines if the worst case occurs.

Identifying the Other Party’s Goals and Interests: The importance of taking the other party’s goals and interests into consideration. Approaches to understanding the other party’s perspective and addressing their concerns.

Effective Negotiation Strategies: Discussions and exercises regarding effective negotiation strategies.   

Establishing Your Alternatives. Discussion of bottom lines:  What is negotiable and what is not?  Class exercises in determining what you are willing and unwilling to concede.

At conclusion of the seminar, attendees will be better able to:

  •     Be fully prepared to engage in contract negotiations
  •     Better define the contract issues/ and their objectives
  •     Ask better questions of the other party and avoid pitfalls of being backed into a corner
  •     Be more comfortable with the negotiation process
  •     Set the stage for more efficient/ productive contract negotiations

Attendees are encouraged to bring examples from their own negotiation experiences for discussion.

What is the refund policy?
All cancellations, substitutions, and requests for refunds must be submitted via Eventbrite before the registration deadline of April 3, 2019, noon PST.  No refunds will be issued for cancellations received after April 3, 2019, noon PST. Refunds will not be issued for no-shows.

  • Leslie S. Marell

    Marell Law Firm

    Attorney at Law

Have questions about Negotiating Contracts > 4/10/19? Contact Institute for Supply Management [ISM] of Silicon Valley

Save This Event

Event Saved

When & Where

HYATT House - San Jose/Silicon Valley
75 Headquarters Dr
San Jose, CA 95134

Wednesday, April 10, 2019 from 8:30 AM to 4:00 PM (PDT)

  Add to my calendar


Institute for Supply Management [ISM] of Silicon Valley

Institute for Supply Management™ (ISM) is the first supply management institute in the world. Founded in 1915, ISM exists to lead and serve the supply management profession and is a highly influential and respected association in the global marketplace. By executing and extending its mission through education, research, standards of excellence and information dissemination — including the renowned monthly ISM Report On Business® — ISM maintains a strong global influence among individuals and organizations.

Institute for Supply Management [ISM] - Silicon Valley, P.O. Box 32156, San Jose, CA 95152

Olivia Semanik | Customer Service Operations Desk

ISM of Silicon Valley - Santa Clara County; Fremont, Newark and Union City in Alameda County; Atherton, Belmont, East Palo Alto, Foster City, Menlo Park, Portola Valley, Redwood City, San Carlos, San Mateo and Woodside in San Mateo County; and San Benito, Santa Cruz and Monterey counties.

  Contact the Organizer

Please log in or sign up

In order to purchase these tickets in installments, you'll need an Eventbrite account. Log in or sign up for a free account to continue.