Power Negotiating for Salespeople

Chapter 22

Writing the Contract

Now we're at the end of the verbal negotiating and it's time for Writing the Contract. In a typical negotiation you verbally negotiate the details and then put it into writing later for both parties to review and approve. I've yet to run across a situation where we covered every detail during the verbal negotiation. There were always points that we overlooked when we were verbally negotiating that we had to detail in writing. Then we had to get the other side to approve or negotiate the points when we sat down to sign the written agreement. That's when the side that writes the contract has a tremendous advantage over the side that doesn't.

Chances are that the person writing the agreement will think of at least ...