The Negotiator Magazine

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Most executives still view contracting as an unfortunate, but unavoidable, administrative and regulatory burden. They imagine they have entrusted it to their law department. But in truth, the contract is a repository for many rules, procedures and practices, most of which are not legally driven. The contract and its terms are tools for marketing, for corporate image and for business efficiency. Contracts are also core assets (try to sell your business if you don't have any). Those who understand this will find they can shift the focus of negotiation and use the process to build and maintain productive and lasting business relationships.

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April 2007