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And remember

Respect your opponent's intentions

"Any business arrangement that is not profitable to the other person will in the end prove unprofitable for you. The bargain that yields mutual satisfaction is the only one that is apt to be repeated."

B.C. Forbes

Bertie Charles Forbes (1880 – 1954) was a Scottish financial journalist and author who founded Forbes Magazine. (Wikipedia)
Contract negotiation

Making the most of your opportunity

There is negotiation, and then there is negotiation! Most other types of negotiation pale next to the complexities and intensity of contract negotiation where thousands – and often millions – of dollars are on the line. If any aspect of your business strategy relies on your ability to negotiate fair, profitable contracts, you need to seek professional help.

Knowing what the customer needs, how they think and with your interests at heart, we can help negotiate the best possible position for you at successful contract award.

To ensure that you are fully aware of all responsibilities under any resultant contract, our team can act in a specialist or supporting role and help deliver the appropriate contract mechanisms that you can readily achieve upon commencement.

We will help you

  • Maximise your effectiveness when negotiating in strategic, tactical, telephone and face-to-face contract issue-based situations;
  • Increase profits through well-planned and well-executed collaborative negotiations;
  • Minimise conflict and deadlocks by providing you with the skills necessary to handle win-win negotiations;
  • Coordinate the process of negotiation and documentation within the organisation;
  • Identify and work with the needs of the different behaviors styles at the table in order to achieve maximum effectiveness during the negotiation process;
  • Redirect the focus off of simple negotiation tactics and onto planning and strategy that reinforces key corporate values;
  • Build the confidence of your employees who must work with an established contract process;
  • Be more secure as negotiators, through successful practice and extensive feedback; and
  • Develop a common negotiation language in order to strengthen communication during the negotiation process.

What you can do to help

  • You should always have clear objectives. It helps to make a list of goals before meeting the other party.
  • It is important to go to a negotiation having done your research. Know relevant law, facts, and figures.
  • Consider what you really need to get from the other party, and also decide in what areas you are willing to compromise.
  • Build trust with the other party. Trust will aid communication.
  • You may want to have a first draft of an agreement written before meeting with the other party.
  • Try to keep the discussion ordered when meeting with the other party. Make a checklist of topics that should be reached during the negotiation.
  • Listen to the other party and their concerns.
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