Contract Negotiations Should Be Collaborative, Not Adversarial

Traditional contract negotiation methods emphasize risk mitigation too heavily, while actual disputes often arise from practical issues like pricing, scope, and delivery.

A successful shift in negotiation should focus on creating clear, practical agreements that promote mutual success, rather than solely on risk management.

Organizations that prioritize collaborative relationships and practical agreements see improvements in negotiation speed, acceptance rates, and overall business relationships.

Despite recognizing the necessity for open and collaborative relationships, most companies continue to engage in outdated and adversarial negotiation practices.

Read at Harvard Business Review