Contract Negotiation Strategy: Waste Less Time and Get Better Deals - Slide 10

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Walking Away

Once again, common in Asia is that the negotiating team doesn’t actually have the authority to negotiate. This is done so that additional concessions can be achieved when a team with authority does eventually show up. If the other side has no authority, you are spinning your wheels until you can get someone who does at the other side of the table.

Negotiations are hard. We don’t do them often and, as a result, we rarely do them well. We often leave the negotiation table feeling like we did poorly or that the other side took advantage of us. In “Negotiating a Contract: How to Waste Less Time and Get Better Deals,” Rob Enderle looks at contract negotiation as a skill and provides strategies that have proven to result in more favorable deals, less chance of litigation and better overall outcomes.

We’ve highlighted these contract negotiation strategies in this slideshow.


Related Topics : A Big Market for Big Data Jobs, Midmarket CIO, IT Management Automation, SharePoint, Technology Markets

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