Contract Negotiation Strategy: Waste Less Time and Get Better Deals - Slide 9

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Walking Away

While a contract assures the deal, it is more of an emergency measure. Litigation is expensive, embarrassing and time-consuming. If you realize that you can’t trust what the other side is agreeing to, then the agreement will end badly. The best example of this was the initial Sun/Microsoft agreement on Java. Neither side could trust the other, and the result was a train wreck.

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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