3 Key Negotiating Tactics

Here are three of the key points I emphasize again and again when working with companies on their negotiating tactics: Be Prepared. Be Very Prepared. If all of the members of the negotiating team are not intimately familiar with every provision of the agreement, your...

Contract Terms – Do the Math

This is about saying what you really mean in a contract, not almost what you mean. Contract terms (including the Statement of Work) must be clear and concise to create an effective working relationship. The document that brought this topic to mind was a Statement of...

Strategic Business Alliances: 3 Suggestions

Strategic alliances between companies are increasingly common. Here are three suggestions for optimizing a strategic alliance as a business arrangement. (This would be a good time to download Effective Agreements’ Outline For an OEM Agreement, as it covers one...

Reasons NOT to use Old Contracts

When people are using “old contracts”, they often are pulling out agreements that followed them from a previous job. This has several drawbacks: The agreement may be from another industry entirely. Some companies will try to force the “round...

A Win-Win Negotiation That Failed

This is what I like to call a “war story” – a real life example of a win-win negotiation that failed. The assignment was the divestiture of a company by LTV, a large conglomerate. Our team was made up of me, representing the M&A department, a financial...