CHAPTER 9
Undertaking Renegotiations
Unless both parties win, no agreement can be permanent.
—Jimmy Carter
Today’s business executives are finding it more and more difficult to negotiate static agreements that withstand the pressure of change. As a result, renegotiations are a growing trend in international business. Every day, companies operating in the global arena sign agreements expected to be mutually beneficial and long lasting. Despite good intentions and iron-clad contracts, unexpected difficulties do arise once contracts are underway, making renegotiations essential.
Too often, at the time of closure, parties assume that the negotiations are over and that both sides can look forward to a successful outcome. In reality, negotiations are ...
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