High Mutual Satisfaction

Lower Long-Term Costs

The Rise of AI & CLM

Win-Win Negotiation

Focuses on expanding value for all parties. Separates people from problems to find mutual interests.

Best For: Collaborative partnerships requiring long-term trust and high mutual satisfaction.

BATNA Development

Your “Best Alternative To a Negotiated Agreement.” Knowing your walk-away option enhances leverage.

Best For: High-stakes deals where having a strong fallback position is critical for decision-making.

Multi-Issue Packages

Bundles terms into creative offers, allowing you to trade low-priority concessions for high-value gains.

Best For: Complex contracts with many variables, unlocking creative deal structures that benefit both sides.

• Vague Language: Ambiguous terms create loopholes and future disputes. Counter with precise, clear language.
• Zero-Sum Mindset: Viewing negotiation as a battle erodes trust. Shift to an integrative, value-creating approach.
• Timeline Pressures: Artificial deadlines can lead to poor concessions. Leverage real deadlines credibly.

• Build Enduring Partnerships: Focus on mutual value to create relationships that reduce future negotiation costs.
• Unlock Creative Trades: Use multi-issue dealing to move beyond single-issue stalemates and discover hidden value.
• Harness Technology: Leverage CLM and AI tools for greater efficiency, standardization, and data-driven insights.

Practice Active Listening

Focus on understanding your partner’s core interests, not just their stated position. Ask open-ended questions like, “Why is that delivery schedule key for you?”

Rank Priorities & Plan Concessions

Clearly define your ideal, target, and limit for each issue. Map out concessions you’re willing to make, ensuring each is justified with a value tie.

Embrace Collaborative Problem-Solving

Frame the negotiation as a shared challenge. Use language like “How can we solve this together?” to build respect and align on goals.