Contract Negotiations

Despite the enhanced rigor many organizations have injected into their negotiation and contracting process in the past few decades, both buyers and sellers report a significant amount of value goes unrealized following any negotiation.  Meanwhile, current economic conditions are leading both buy-side and sell-side executives and professionals to focus on how to achieve better outcomes in their commercial negotiations. Where and how are opportunities missed during the negotiation process?  Join this interactive training event to explore highlights from recent research on what drives negotiation – and contracting – effectiveness and build the skills needed to improve negotiation outcomes while also enhancing relationships between the parties.

Learning Outcomes:

• Identify common gaps and missed opportunities in contract negotiations that lead to unrealized value.
• Apply key principles and strategies to improve the effectiveness of both buyer- and seller-side negotiations.
• Strengthen collaborative approaches to negotiation that enhance long-term business relationships