November 2000
Beginner
320 pages
7h 49m
English
Content preview from Secrets of Power NegotiatingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 28Negotiating Principles: Don’t Let the Other Side Write the Contract
In a typical negotiation, you verbally negotiate the details, 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 in the verbal negotiation. There are always points that we overlooked when we were verbally negotiating that we must detail in writing.
Then we have to get the other side to approve or negotiate the points when we sit 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 half-dozen things that did not come up during the ...
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