Flip Your Negotiation On Its Head: Demand ‘Guardrails’ Upfront

Articles by Kate Vitasek published by Forbes on 26 September 2016.

How often does this scenario occur during contract negotiations? The parties are inches away from closing the deal or signing the contract when the legal and/or financial department jumps into the fray. You are in the 11th hour and you find out that your company procurement policy won’t allow you to have a contract longer than three years. Or your finance VP won’t sign a deal that that includes incentives for the supplier. Or perhaps your legal counsel claims it is essential to own the intellectual property associated with the deal…

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