Are you your worst enemy? We recently interviewed William Ury, co-founder of Harvard`s Program on Negotiation, one of the top negotiators and bestselling author of Getting to Yes and Getting Past No, about his new book Getting To Yes With Yourself. Great negotiators know that the path to the solution is not always linear. Read More Adapted from ”Before You Sign on the Dotted Line… ”, first published in the Negotiation Newsletter, May 2009. After an agreement, professionals often rely on their lawyers to draft the official contract. Unfortunately, misunderstandings between negotiators and their lawyers often lead to costly mistakes. The terms of the contract may not provide exactly the negotiated agreement, the main terms and conditions. For decades, it`s rare for General Electric (GE) and the Environmental Protection Agency to pay for the removal of PCBs or polychlorinated biphenyls that GE had launched into new York`s Hudson River, a cleanup project that would likely cost hundreds of millions of dollars. In October 2005, the two sides reached an agreement. .
Legal teams that don`t have a central contract tracking and negotiation system often spend most of their time assembling contract changes from different sales teams and finding the latest versions of contracts. For companies that work in quarterly sales cycles, the situation is even worse – we`ve heard some general counsel say that the last weeks of a quarter accounted for 50% of contract volume. Also remember that it rarely hurts to ask your fellow negotiators what you want from a negotiated agreement. You will be amazed at what you can get just by asking. Imagine that after a few negative experiences at the table, or if you are frustrated in your efforts to improve your negotiation skills, you worry that you do not have the right personality to be a great negotiator, let alone an expert in value integrative negotiation. The other party always seems to be the. Read more Your BATNA is your ”best alternative to a negotiated agreement”. Expect your adversary trader to have someone going to trial, and you should.