Explains how you can create a "win-win" result in contract negotiations by taking a collaborative approach and how the company's lawyer can assist in this process without being adversarial.

The third in a series of articles on contract management.

You don't have to pound the table and shout to negotiate a good contract. In fact, that's probably the last thing you should do. All too often, however, people feel they must bargain ferociously in order to hammer out acceptable terms for their business transactions. Taking such an adversarial approach to contract negotiations is both unnecessary and counterproductive. It is easier - and wiser - to take a collaborative approach, one designed to produce a satisfactory result for both sides. Click here to continue reading...