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Contract Negotiation

  Arthur F. Rothberg, Managing Director, CFO Edge, LLC  
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  Article Summary  
Negotiating contracts can be stressful, even for the most seasoned negotiator. For those new to the process it can be daunting.

This CFO Edge article provides an overview of the contract negotiation process and suggests eight guidelines for engaging that provide better outcomes.

Included are important ways to delineate between what you need vs. what you want; a look at the importance of people and relationships in negotiations; and the times when you should consider a third party negotiator.

Successful contracts act as reference documents for when there is confusion and as an articulation of the rules when there is conflict. Knowing how to participate in the process of negotiation results in contracts that are firm, fair and flexible in the appropriate areas.

  Open the entire article as a PDF  
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