ABSTRACT
This chapter is about negotiating commercial contracts. The first part introduces the topic and defines what negotiating means for lawyers. The second part focuses on preparing for contract negotiations, looking at researching the other side, understanding what the client wants, and prioritising terms to negotiate. The third part looks at understanding and using language effectively during negotiations. It includes ways to make proposals and counterproposals, to accept and reject proposals, and to close negotiations.
Throughout the chapter, there are exercises related to common business phrasal verbs and idioms which may feature in commercial negotiations. The chapter ends with a role-play commercial contract negotiation scenario.
By the end of this chapter, you should be able to:
prepare effectively for contract negotiations
identify different stages in contract negotiations
use appropriate language during negotiations
determine effective strategies to reach solutions
understand common idioms and phrases used in negotiations
