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Strategic Approaches to Contract Negotiation

The goal of contract negotiation is to come away with a deal that both sides can agree upon and to that end negotiators utilize various approaches or strategies. Negotiators may employ several strategies throughout one negotiation process. Negotiating strategies are intended to facilitate specific outcomes but may backfire, therefore, negotiators carefully consider the approaches they want to use during the planning phase and adjust as needed during negotiations. A key thing to consider when choosing a