Contract Negotiation

 

Negotiation Strategy and Preparation

·  Understanding your goals and segmenting the “must have’s” from the “nice to have’s”

·  Creating strategy to sell your position and determining what can be given away

·  Creating negotiating approaches depending upon how much decision making control the negotiator has

Counter-party Research

·  Gathering information about the counter-party, its key drivers and vulnerabilities in the negotiation

·  Determining what has value to the counter-party and its potential flexibility

Negotiating Tactics

·  Setting best tactics for who is at the negotiating table and what role each party has

·  Determining the rules of the negotiation— the length and frequency of meetings, the communication that happens between meetings and how results are documented

·  Using legal counsel effectively

Consultant role can be background counseling or direct involvement