Mastering Negotiation: Tactics for High-Stakes Contracts
Psychological and strategic approaches to securing favorable terms without damaging business relationships.
The Art of the Deal
Contract negotiation is not a zero-sum game. The best deals create value for both sides while rigorously protecting against downside risk.
The Anchoring Effect
The party that drafts the first draft sets the anchor. We always advise clients to hold the pen. It frames the negotiation on your terms and forces the counterparty to justify deviations.
BATNA Analysis
Never enter a negotiation without a clear Best Alternative to a Negotiated Agreement (BATNA). Knowing your walk-away point gives you the leverage to push for better terms.
"Must-Haves" vs. "Nice-to-Haves"
Prioritize your deal points. Trading away low-value concessions (like minor payment terms) to secure high-value protections (like IP ownership or liability caps) is the hallmark of a skilled negotiator.