What Is Contract Negotiation?
Contract negotiation involves two or more parties discussing the terms of a contract to come to an agreement before signing and making it official. Contracts are a normal business transaction that includes details about what each party is legally responsible for in the business relationship. You may have an employment contract, one for a real estate transaction, for a business acquisition or merger, or between a business and a consumer.
During the contract negotiation process, all parties will assess their responsibilities, rewards they can expect from entering into the contract, and any risks they assume. The goal of contract negotiation is for all parties to feel comfortable with the details of the contract.
Steps to Prepare for Contract Negotiation
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Because every contract is different, your process of preparing for the negotiation process may be unique too. These general steps can help you feel more confident:
- Understand the goal of the contract. There is an underlying goal of every single contract. Whether that's to protect your intellectual property rights or to merge your company with another, it's important to know why the contract exists and what each party is hoping to get out of the agreement. The goal will drive the contract terms and the negotiation process.
- Prepare for questions and concerns. As much as you should negotiate a contract that you find favorable, it's also important to anticipate any questions or concerns that other parties may have. This will both earn you some trust in the business relationship, but also help the negotiation process go a little smoother and quicker.
- Look up applicable laws. Depending on your contract terms or if you're doing business with someone in another state, you may need to check federal and state laws, and maybe even municipal regulations. Becoming familiar with the laws that may apply to your contract can assist you with making sure you have everything covered.
- Become familiar with contract laws. Each state's contract laws vary too. These laws explain what cannot be included in a contract, as well as what one party may be able to do if the other party breaks the agreement.
- Assess risks. You want to think about any potential liabilities or what can happen in the partnership so you're ready to account for them in the contract. Think about insurance, additional costs if the unexpected happens, and any government regulations that could throw things off course.
Tips for Contract Negotiation
Whether you're new to contract negotiation or have been through your fair share, keep these tips in mind for a peaceful process:
- Be patient. Every party, including yourself, deserves to take the time they need to think over their contract interests and speak to other stakeholders about the agreement. Be patient with yourself and others as you figure out exactly what the contract terms should be. Negotiating can be an awkward and slow process, but it's important to take your time and make sure that everyone is happy with and understands the contract details.
- Begin with a term sheet. A term sheet is not a legally binding contract, but it can give you a good starting point when building and later negotiating your contract. A term sheet goes over the broad terms and conditions of an agreement and can be used as a template for your contract later on. If everyone can agree to what's outlined in the term sheet, then the contract negotiation process will probably be less stressful.
- Use a professional. Contract lawyers specialize in exactly what you're going through. They'll be able to assist you with drafting the contract, getting through the negotiation process, and making sure that the end contract protects everyone's rights and interests.
- Keep an open line of communication. Communication is important in any business relationship, but especially when there's soon to be a contract in place. An agreement is based on trust, so you'll want to ensure that you continue to be open about any concerns you may have. Don't hesitate to discuss anything you don't agree with or ask questions about terms you don't understand.
- Keep the contract goals in mind. It's easy for emotions to get involved when you're working on negotiating a contract, but try not to forget what your underlying objective is. As much as you have goals for the contract, you should also know what would make you walk away from a contract. You shouldn't feel you have to sign a contract if it doesn't align with your goals.
Negotiate Contract Strategies
In addition to basic tips and steps to prepare for the negotiation process, there are also strategies you may want to explore when you're in the middle of negotiations.
- Negotiate the contract in chunks. It's common to look at the contract as a whole and start negotiations from there, but when the contract is lengthy, it may be best to break it into parts. When you do this, you'll come to multiple agreements, which can keep both parties motivated to continue.
- Separate the people from the contract. It's great if you get along with the other party involved in your contract, but try to separate your feelings for them from the negotiation at hand. When you like the other people you're working with, you may agree to items in the contract that you don't really want to, all in an effort to make them happy. However, you shouldn't compromise on items that you are vehemently against because it will only cause issues later on.
- List out your priorities. Your priorities can guide the contract negotiation process, so make sure those are discussed first. You want to make sure you receive everything you need for the most important items before moving on to areas of the contract that are decidedly less important. If you know what your priorities are, it'll also be easier to compromise more on the least important parts of the contract.
- Use the "good cop, bad cop" method. If you have a business partner that you're working alongside, it may be best to have one of you serve as the one who asks the hard questions and makes the larger demands. It should be the one who feels most comfortable being in this position so that their approach is genuine but strong.
- Research the other party. The more you know about the other party, the more you can assume what their goals are and address their concerns before they bring them up. Personal details can also lead to a more collaborative environment as you discuss common hobbies or interests.
What Is an Enforceable Contract?
An enforceable contract is one that has been discussed between all involved parties, negotiated correctly, and has been signed by everyone named in the contract. Once this happens, all the contract terms become legally binding and each party must fulfill their part of the contract. An enforceable contract is just the beginning of a mutually beneficial partnership with a firm foundation.
Because of how significant contracts are, negotiating them is just as important. Going through the negotiation process will ensure that all parties are happy and that your business relationship can be full of trust and agreement.
Meet some of our Contract Negotiation Lawyers
I'm a Washington-licensed lawyer specializing in trademark practice and with an extensive trademark education and academic background. I currently work with domestic and international businesses seeking trademark protection in the U.S. by conducting trademark searches, providing legal advice, submitting USPTO applications, and preparing responses to office actions. I'm passionate about trademark law and always looking forward to helping small and medium businesses promote their value by having a registered federal trademark. If you have questions or concerns about trademark/copyright/IP licensing and require legal advice, feel free to contact me so we can have a first chat.
Mr. Pomeranz serves as the principal of Pomeranz Law PLLC, a boutique law firm representing clients across myriad industries and verticals. Before founding the firm, Mr. Pomeranz served as Senior Vice President, Legal & Compliance and General Counsel of Mortgage Connect, LP in 2017. Mr. Pomeranz also served as Counsel, Transactions for Altisource Portfolio Solutions S.A. (NASDAQ: ASPS) beginning in 2013, and was based in the company’s C-Suite in Luxembourg City, Luxembourg. Mr. Pomeranz began his career with Mainline Information Systems, Inc. as an in-house attorney.
I have 10 years experience providing general counsel, in the form practical and timely legal advice, under strict deadlines to individuals and various business unit stakeholders, balancing commercial needs with legal concerns at large corporations and start-ups. I am skilled at reviewing, analyzing, drafting and negotiating commercial and government contracts globally for the procurement and sale of services and goods. I also help clients ensure compliance with regulations (including data privacy), laws and contractual obligations and protect, enforce and exploit intellectual property rights and support in the development of IP strategy. I am a Certified Information Privacy Professional/United States (CIPP/US) licensed by the IAPP - International Association of Privacy Professionals.
Over 15 year experience drafting, reviewing and negotiating contracts both as in-house counsel and in law firms, including my own law firm.
Rinky S. Parwani began her career practicing law in Beverly Hills, California handling high profile complex litigation and entertainment law matters. Later, her practice turned transactional to Lake Tahoe, California with a focus on business startups, trademarks, real estate resort development and government law. After leaving California, she also served as in-house counsel for a major lending corporation headquartered in Des Moines, Iowa as well as a Senior Vice President of Compliance for a fortune 500 mortgage operation in Dallas, Texas prior to opening Parwani Law, P.A. in Tampa, Florida. She has represented various sophisticated individual, government and corporate clients and counseled in a variety of litigation and corporate matters throughout her career. Ms. Parwani also has prior experience with state and federal consumer lending laws for unsecured credit cards, revolving credit, secured loans, retail credit, sales finance and mortgage loans. She also has served as a special magistrate and legal counsel for numerous Florida County Value Adjustment Boards. Her practice varies significantly from unique federal and state litigation cases to transactional matters. Born and raised in Des Moines, Iowa, Ms. Parwani worked in private accounting for several years prior to law school. Her background includes a Certified Public Accountant (CPA) certificate from Iowa (currently the license is inactive) and a Certified Management Accountant (CMA) designation (currently the designation is inactive). Ms. Parwani or the firm is currently a member of the following organizations: Hillsborough County Bar Association, American Bar Association, Tampa Bay Bankruptcy Bar Association, National Association of Consumer Bankruptcy Attorneys, and the American Immigration Lawyers Association. She is a Fellow of the American Bar Association. Ms. Parwani is a frequent volunteer for Fox Channel 13 Tampa Bay Ask-A-Lawyer. She has published an article entitled "Advising Your Client in Foreclosure" in the Stetson Law Review, Volume 41, No. 3, Spring 2012 Foreclosure Symposium Edition. She is a frequent continuing legal education speaker and has also taught bankruptcy seminars for the American Bar Association and Amstar Litigation. She was commissioned by the Governor of Kentucky as a Kentucky Colonel. In addition, she teaches Immigration Law, Bankruptcy Law and Legal Research and Writing as an adjunct faculty instructor at the Hillsborough Community College Ybor campus in the paralegal studies program.
Possesses extensive experience in the areas of civil and transactional law, as well as commercial litigation and have been in practice since 1998. I addition I have done numerous blue sky and SEC exempt stock sales, mergers, conversions from corporations to limited liability company, and asset purchases. I have worked in commercial litigation, corporate and transactional law, intellectual property and bankruptcy. In recent years I have expanded my practice to include family law, personal injury, medical malpractice, and wrongful death.
High quality work product at affordable prices.
Full-service boutique law firm providing personalized services in business law, trademarks, and real estate closings/title work.
Providing attentive service since 1992, Mike has established himself as a go-to source for legal answers throughout the Southern New Jersey region.
Respected, driven, ethical, and high energy legal and business professional with strong focus on litigation, contracts and compliance issues. Critical management experience includes client development, developing core initiatives, and forecasting risk in major corporations. Strong legal research, analytical and problem solving skills with demonstrated adaptability in a multifaceted legal practice including delivering high value results in a Fortune 10 environment. Core competencies include: Tactical and strategic legal direction and support to clients which includes contract negotiation, drafting and review, business planning, and a passion for relationship management. Excellent legal research, writing, analytical and problem solving skills including legal training and compliance with regulatory requirements and corporate policies. Coordinates with in-house legal and business resources for team building with excellent verbal communication skills, coaching, and leadership.
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