Chapter 3

Preparing to do the deal

Making a deal

Negotiating a contract is the synthesis of skill, bluff, artistry and theatrics always with an eye on what the law allows you to do.

Great contract negotiators combine all these elements in a perfect balance. Because of this ability they can often do remarkable deals.

The gift of being able to portray oneself selectively as the dominant, compassionate, powerful, yet reasonable party during the course of a negotiation is a rare skill.

As I mentioned, it is not the purpose of this book to teach those skills. The purpose is, however, to flag a number of legal issues that negotiating parties should consider prior to commencing discussion of any proposed commercial arrangements.

Addressed below are ...

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