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The art of negotiating contracts: different for teams and individuals 

In this age of specialization and consolidation of companies, contract negotiations happen more and more between teams rather than individuals. And those teams are getting bigger: a recent study [...]

By | November 23rd, 2020|

“Time kills all deals”, they say. Or is it just bad negotiation management?

As the old wisdom says, “time kills all deals”. The longer the negotiation, the weaker its prospects to mature into a contract. But is time [...]

By | November 16th, 2020|

Deals grow more complex. How to manage negotiations?

Recent studies show that contract negotiations are getting more and more complex. Crucially, the number of experts needed on either side is increasing. One driver [...]

By | November 3rd, 2020|

We are all on video calls. How to make the best of them?

It is not just about COVID-19, though it has certainly accelerated the trend. As our data and processes have moved to the cloud, so have [...]

By | October 6th, 2020|

Online collaboration on offers and contracts benefits both buyers and sellers

The riskiest part in the sales of complex solutions – say machinery, telecom infrastructure or business software platforms - is when the parties lay down [...]

By | September 23rd, 2020|
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