The cheat sheet
For even the most sophisticated contract negotiator the combination of legal concepts, strategic considerations and theatre that is a negotiation can be intimidating.
Throughout this book I have tried to identify some rules of thumb that tend to operate as mental anchor points if you find you are being overwhelmed or feeling disoriented in a negotiation. Below are some phrases that crystallise these rules. They are:
- Keep in mind the springboard and the safety net — contracts are a combination of entrepreneurialism (the springboard) and a fail-safe system (the safety net).
- You can’t be too prepared for a contract negotiation — the more time you put in before it starts in understanding what precise outcomes you want from ...