What do you do if your contract negotiation skills need a boost from strategic thinking?

In my experience the key to any contract negotiation is to ensure you have done your due diligence and understand clearly the strengths and weaknesses of both your own position and that of the other side. The interpersonal relationships in a negotiation can make or break it so choose the person on your team who has the most diplomacy to lead. Read the room and use emotional intelligence to know when the other party is ready to give on something important to you and do NOT overemphasize how important any particular point is to you. This will usually lead to a win win solution to a negotiation.

Because my career has been split into substantial experience on both sides of technology transactions, I've found it's important to acknowledge verbally to the other side that I understand what they want and why they want it. That allows them to see that I understand what it's like to be where they are, and then they are more open to distinctions that make the particular transaction different enough to warrant some pullback from their usual ask.

Holistic thinking is key. What came before matters, where a client is now matters, where they're aiming to go matters. The legal words have to be wrangled to best effect for the risk equation, but holistic thinking also encompasses priorities of the business in order to progress. The old adage is true: there's the legal answer and there's the business answer. Sometimes they align beautifully on top of each other, sometimes they are slight ajar, and there are times when (illegality aside) a holistic mindset accepts the legal answer is a journey and the business answer is not optimally close.

Procrastination and complacency can dive us deep down and, at times, we have to "just start somewhere". I recently added weekly time with myself for continuous learning. It's been fun, invigorating, and also calming. I'm not going to know/learn everything, but I can always know/learn more than I do right now. Continuous learning is an elusive goal unless we commit to it just like the vet, dentist, hair stylist, pediatrician, and so on. We're worth the time as well.

Focus on aligning your objectives with broader organizational goals, analyzing the negotiation context thoroughly, and developing creative solutions that create value for all parties. Build strong relationships with stakeholders, leverage information effectively, and remain flexible in your approach to adapt to changing circumstances. Strategic thinking will enhance your ability to achieve favorable outcomes and drive successful agreements.