Contract Negotiations Should Be Collaborative, Not Adversarial

In navigating today’s turbulent business environment, open and collaborative relationships are increasingly essential. This is a point recognized by many executives and endorsed by more than 80% of contract negotiators. Yet our recent global study reveals a startling truth: most companies remain stuck in an outdated, adversarial approach to deal-making. This conflict-oriented mindset not only hampers innovation and growth but also leaves significant value on the table.