3 Reasons Contracts Should Be a Win-Win

3 Reasons Contracts Should be Win-Win In my practice I have always advocated that contracts should be a win-win, i.e., they should provide equivalent benefits to both parties. Here are three (of many) reasons why I think that’s so. Failure of Purpose. If you are doing...

Three Things Not to Do When Negotiating

As this newsletter progresses, the subject of good negotiating skills is going to come up again and again. That is because I so often see people giving away the farm and their first born for no good reason. Many of the suggestions I will make are not original to me. I...

The Contract With a 500-Pound Gorilla

Whatever the size of your company, eventually you will be dealing with a contract with a 500-pound gorilla for the first time – a very large multinational, or just a company that is much larger than your previous clients/ customers. This is a good thing, as it means...