Contract negotiations should be cooperative, not adversarial
In today’s turbulent business environment, open and collaborative relationships are becoming increasingly essential. This is a point that many executives have acknowledged and endorsed More than 80% of contract negotiators. However, our recent global study reveals a startling truth: most companies are still stuck in an outdated, adversarial approach to deal making. This conflict-oriented mindset not only stifles innovation and growth, it also leaves significant value on the table.