O'Reilly logo

Contract Negotiation Handbook: Getting the Most Out of Commercial Deals by Damian Ward

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Appendix

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 ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required