You're faced with unexpected obstacles in contract negotiations. How do you navigate them with limited time?

When unexpected obstacles arise in contract negotiations, and the clock is ticking, triage becomes your most valuable skill. Not all issues are created equal. Some are deal-breakers, while others are merely bargaining chips. Start by identifying the most critical issues – the non-negotiables that must be resolved for the deal to proceed. Focus your energy and resources on these key points, seeking creative solutions that satisfy both parties' core interests. Be willing to let go of less critical issues. Remember, negotiation is about compromise. By prioritizing your must-haves, you can make strategic concessions on less important terms, saving valuable time and energy while still achieving a favourable outcome.

En estos casos es importante recurrir al consejo de varios expertos al interno de la empresa para que lo ayuden a enfocarse en el entendimiento del problema y cómo ofrecer a la contraparte un mejor acuerdo y con el menor impacto, recuerda que lo que importa en toda negociación es que ambos se levanten de la mesa con la sensación de haber obtenido el mejor acuerdo.

La flexibilidad va asociada con el conocimiento de la organización, el negocio y el contrato, tenemos que apoyarnos al interno para cubrir algunas brechas y ser abiertos. Los problemas se dan, si los tiempos se prolongan y los costos se incrementan, mientras más controladas tengamos esa variables nuestra claridad sobre los términos a negociar nos mantendrá con varias alternativas y soluciones que ofrecer.

Limited time can feel like a curse in negotiations, but it can also be a powerful tool if wielded strategically. The looming deadline can create a sense of urgency, motivating both parties to find common ground and make decisions more quickly. Use time to your advantage by setting clear deadlines and sticking to them. This not only keeps the negotiation on track but also puts gentle pressure on the other party to move towards a resolution. If necessary, consider requesting an extension. This can provide valuable breathing room to explore alternative solutions, gather additional information, or simply take a step back and reassess your strategy.

In the rush to meet a deadline, it's tempting to skim over contract details. However, this can be a costly mistake. A thorough review is essential to ensure that the final agreement accurately reflects your intentions and protects your interests. Take the time to scrutinize every clause, every word, and every punctuation mark. If you're unsure about something, seek clarification from the other party or request a second opinion. Remember, a few minutes spent reviewing the contract now can save you hours of headaches and legal battles later. Remember, time is a resource to be managed strategically, not an enemy to be feared.