Contract Negotiations Should Be Collaborative, Not Adversarial

Traditional approaches to contract negotiation, strongly focused on risk reduction, are increasingly out of sync with business needs. New research shows that while companies spend a lot of time haggling over legal protections, the most common sources of disagreement during contract execution are practical issues like price, scope and delivery. The way forward requires a fundamental change in the way we approach negotiations. This isn’t about abandoning risk management — it’s about recognizing that the best risk management strategy is often the creation of clear, practical agreements aimed at mutual success. Organizations that make this shift see tangible benefits: faster negotiations, better acceptance rates, and most importantly, more successful business relationships.