Contract Negotiations Should Be Collaborative, Not Adversarial
Răzvan Botea
A survey of 937 organizations found that many remain stuck in a counterproductive approach to making deals. Traditional approaches to contract negotiation, heavily focused on risk mitigation, are increasingly misaligned with business needs. New research shows that while companies spend considerable time haggling over legal protections, the most common sources of disagreement during contract execution are practical issues like pricing, scope, and delivery. The path forward requires a fundamental
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