TECHNOLOGY, OUTSOURCING, AND COMMERCIAL TRANSACTIONS
NEWS FOR LAWYERS AND SOURCING PROFESSIONALS
There are books out there that get into great detail and can be very useful in developing negotiating skills (one of our favorites is Never Split the Difference by Chris Voss). In our experience, though, many negotiators that we come across either have an inflated view of their skills and can’t be bothered with reading a book like this, don’t have the time to read a book like this, or read the book and just can’t make the techniques work.
In some circles, lawyers have a bad reputation for being tricky little buggers who use tools like precision wording and careful drafting to “lawyer up” simple tried-and-true business concepts, such as “the parties will work together to . . . ” Whether or not trickery is ever intended, it is always very important to pay attention to not only what concepts appear in an agreement but also where concepts appear.