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New Rules for Negotiating: Adapt and Thrive

The 2009 recession continues to have a profound impact on contract negotiations. Many companies are still adjusting to the new rules of negotiation that evolved during the recession. After 2009, customers gained bargaining power simply by having business to offer...

What’s in Your Contract?

It’s 5:30 pm. Your biggest client, ABC Co., just sent you an email requesting a proposal cutting prices by 5% for the remainder of 2010. ABC Co. would like your company’s revised pricing schedule by the end of the week. You think to yourself, “Now what?” In a rocky...