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What do you do if you need to think on your feet and adapt during contract negotiations?

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Navigating contract negotiations often requires quick thinking and the ability to adapt to unexpected changes or demands. Whether you're dealing with a new client or renegotiating terms with an established partner, the stakes can be high, and the pressure to perform is real. Your success in these situations hinges on your ability to remain calm, think clearly, and pivot strategies as needed. The key is to enter negotiations well-prepared, stay focused on your objectives, and be ready to make decisions on the fly without compromising your position.

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Mauro Ribeiro

Contract and Commercial Legal Manager Huawei | Legal tech | Renewable energy | CCMP | WCC Accredited and Council member…

1 Stay Prepared

Preparation is your best defense against the unexpected. Before entering into negotiations, ensure you have a thorough understanding of your goals, the minimum terms you can accept, and the interests of the other party. This preparation allows you to anticipate possible scenarios and develop contingency plans. If you’re caught off guard, refer back to your core objectives to guide your response. Remember, being well-prepared also means knowing when to take a break to regroup and gather your thoughts if the situation becomes too complex.

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2 Listen Carefully

Active listening is crucial during negotiations. Pay attention not only to what is being said but also to what is left unsaid. This can provide insights into the other party's true priorities and concerns. By listening carefully, you can identify areas of common ground and potential leverage points. If the conversation takes an unexpected turn, use these insights to adapt your approach and steer the discussion back toward a mutually beneficial outcome.

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Mauro Ribeiro

Contract and Commercial Legal Manager Huawei | Legal tech | Renewable energy | CCMP | WCC Accredited and Council member | MBA I SaaS
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Take a deep breath and maintain your composure. Clear thinking is essential when adapting to unexpected situations. Pay close attention to what the other party is saying. Listen not only to their words but also to their tone, body language, and underlying concerns. Seek clarification if something is unclear or unexpected. Don’t hesitate to ask questions that help you understand the situation better.

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3 Communicate Clearly

Clear communication is essential when you need to think on your feet. Always articulate your points concisely and ensure you understand the other party's position before responding. If new information comes to light or if you need to shift your stance, explain your reasoning transparently to maintain trust. Avoid jargon or technical terms that may cause confusion, and ask clarifying questions if you're unsure about any aspect of the discussion.

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4 Maintain Composure

Remaining composed under pressure is a key aspect of successful contract negotiation. If you're faced with unexpected demands or aggressive tactics, keep your emotions in check. Displaying confidence and calmness can help defuse tension and signal to the other party that you are in control. Use pauses strategically to collect your thoughts and avoid being rushed into a decision. Your demeanor can greatly influence the negotiation's dynamics, so strive to project assurance without arrogance.

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5 Leverage Flexibility

Being flexible doesn't mean abandoning your goals; it means adapting your strategies to achieve them. When circumstances change rapidly during negotiations, be willing to consider alternative solutions that still align with your objectives. Flexibility can lead to creative compromises that satisfy both parties. However, be cautious not to concede too much too quickly—balance your willingness to adapt with a firm understanding of your deal-breakers.

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Mauro Ribeiro

Contract and Commercial Legal Manager Huawei | Legal tech | Renewable energy | CCMP | WCC Accredited and Council member | MBA I SaaS
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Be open to alternative solutions. If your initial approach isn’t working, be willing to pivot and explore different options. Remind yourself of your primary objectives. Focus on what truly matters and be willing to compromise on less critical points.

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6 Decide Decisively

When it's time to make a decision, especially under pressure, decisiveness is key. Hesitation can be perceived as weakness or uncertainty, which could undermine your negotiating position. Weigh your options quickly but carefully, and once you've made a decision, communicate it clearly and stand by it. If further discussion is needed, be open to it, but ensure that any new agreement aligns with the decision you've made.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if you need to think on your feet and adapt during contract negotiations?

1

2

3

4

5

6

7

1 Stay Prepared

2 Listen Carefully

3 Communicate Clearly

4 Maintain Composure

5 Leverage Flexibility

6 Decide Decisively

7 Here’s what else to consider

Contract Negotiation

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What do you do if you need to think on your feet and adapt during contract negotiations?

1

2

3

4

5

6

7

1 Stay Prepared

2 Listen Carefully

3 Communicate Clearly

4 Maintain Composure

5 Leverage Flexibility

6 Decide Decisively

7 Here’s what else to consider

Contract Negotiation

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