Contract Negotiations Should Be Collaborative, Not Adversarial

In today’s turbulent business environment, open and collaborative relationships are increasingly important. This is a point of view that many managers recognize and support more than 80% of contract negotiators. However, our recent global study reveals a startling truth: most companies remain stuck in an outdated, adversarial approach to dealmaking. This conflict-focused mindset not only inhibits innovation and growth, but also leaves significant value on the table.