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.

 

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

 
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