Here's how you can efficiently handle your team's workload and deadlines as a contract negotiator.

Prioritize ruthlessly. Not all contracts are equal. Use a prioritization matrix to categorize tasks based on urgency and importance. Focus your team's energy on critical deadlines for high-value contracts, while delegating or deferring less urgent tasks. This ensures everyone tackles the right contracts at the right time, minimizing last-minute chaos and creating a smoother, more efficient workflow.

One of the key mistakes I have seen in contract negotiation is the delegation of the negotiation of terms to the lawyers. Because the lawyers take instruction from their clients, they can't actually make the call. Terms received that do not align with what the recipient expects can cause them to get their backs up against the wall and can stall progress on the contract. Negotiation through drafting is inefficient as a lawyer may spend time drafting a clause that is eventually removed.

To efficiently manage your negotiation team's workload, leverage delegation strategically. By assigning tasks based on individual strengths, you maximize efficiency and boost morale. Regular check-ins keep everyone on track and ensure support is provided as needed. Remember, delegation empowers your team, not just lightens your load –– it's about building a successful unit together.

Always communicate key changes to a contract orally or via e-mail before circulating a draft containing those changes. Key contract terms should always be agreed to before reduced to writing in the contract so the lawyers are negotiating over language, rather than terms.

In my experience as a corporate lawyer, I've found that using project tracking tools is crucial for efficient contract negotiation. It allows for real-time updates and ensures that everyone on the team is aware of their responsibilities. This level of organization is key in avoiding delays and ensuring that deadlines are met. Regular progress reviews not only help in identifying any issues early on but also serve as a morale booster for the team, keeping them engaged and focused on the end goal.

When the counter-party to a negotiation sends you a draft agreement that contains unfriendly terms that were not specifically negotiated because they weren't key terms, stop and take a deep breath. In many instances, the language was included by the counter-party's lawyer and it is their job to draft terms that are favourable to their client. Often, the client is either not aware of the particular term or did not understand the importance of that term to you. Remember that the objective of the negotiation is to reach an agreement, so it was not the intention of the other party to emit an emotional response.