This week I want to talk about excessive redlining of contracts - the silent killer of negotiations.
We've all been there. Endless rounds of revisions, constant pushback on a multitude of issues ... with limited focus on the fundamental principles.
This “excessive redlining” approach not only wastes time but breeds frustration and fatigue on both sides as we feel exhausted by the seemingly unending negotiation process. Contract negotiations fall apart, and everyone walks away feeling defeated.
From my 17 years of negotiating international recruitment contracts, here are my thoughts on how to avoid the deal fatigue trap:
Focus on principles first before diving into the legalese.
Prioritise the deal breakers early on as transparency saves time.
Collaborate, don't dictate. Approach negotiations with a win-win mentality, seeking solutions.
Set realistic timelines, unrealistic expectations only fuel frustration.
By prioritising open communication and focusing on the bigger picture, we can ensure negotiations are productive, leading to successful deals that leave everyone happy.
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