Contract Negotiation Strategy: Waste Less Time and Get Better Deals - Slide 20

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Executing with Confidence

If you have an advantage, play it. There is nothing wrong with having an advantage and you don't get credit for leaving cards in your hand once the deal is done. Now, there may be a reason to play that card later in the game, but if you have a strong hand there isn't a lot of point extending the negotiation excessively. Some people seem to think there is something unfair in using an advantage. I hope those people are not on your side.

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.


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