In high-value commercial contracting, negotiation isn’t just a conversation – it’s a capital allocation exercise. Every concession you offer, every…
BATNA or Bust: Why Agile Negotiators Always Define Their Plan B
In commercial contract negotiations, confidence is currency. But confidence without a BATNA -your Best Alternative To a Negotiated Agreement –…
Know the No-Go: Why Every Negotiation Strategy Must Define Deal-Killer Issues
In commercial contracting, not all issues are created equal. Some terms are variables – open to trade, tweak, or toss…
Strategically Senior: Why Effective Negotiators Define Executive Roles Before the Contract Is Signed
In the high-stakes world of commercial contracting, senior executives often loom large – whether in the room or not. But…
Beyond the Table: Why the Strongest Negotiators Map Roles Outside the Room
In the theater of commercial contracting, all eyes are usually on the negotiation table. But backstage – behind the spotlight…
Who’s at the Table – and Why It Matters: Defining Negotiation Roles for Commercial Contract Success
In high-stakes commercial negotiations, winning isn’t just about price points or clever clauses – it’s about team discipline. Walk into…
Reading the Playbook: Why Great Negotiators Predict the Other Side’s Tactics
In commercial contracting, the best negotiators don’t just craft strategies – they run simulations. They don’t enter the room with…
Strategy Sets the Course: Why Tactics in Commercial Contracting Are Only as Strong as Your Negotiation Strategy
In commercial contracting, most attention goes to the final output – the signed document. But the real engine driving deal…
Choose Your Lane: Why Contracting Success Hinges on Selecting the Right Negotiation Approach
Contracting is the final handshake of a business relationship – but the real story begins at the negotiation table. Behind…
Strategic Alignment: Why Contract Management Must Reflect Your Counterparty’s Commercial Segmentation
When we talk about negotiation strategy, we often focus on pricing, terms, risk allocation, and timelines. But there’s a critical…
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