Contract Negotiation Strategy: Waste Less Time and Get Better Deals - Slide 6

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Negotiate from Strength

Now that you have a basis of information from which to work, craft a plan to negotiate from your strengths and against their weaknesses. Make sure that they, not you, are under time constraints. In Asia, a common practice is to wine, dine and entertain until a few hours before the opposing negotiating team has to leave, and then enter into formal negotiations. This puts a massive amount of pressure on the side that wants to get the deal done and go home.

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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