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How to effectively negotiate contracts

Tom Hammick contracts

Modern organisations should embrace the “formal relational contract”, write David Frydlinger, Oliver Hart and Kate Vitasek for Harvard Business Review

Most companies realise the need to build strong and lasting relationships with their partners that benefit both parties. 

But, according to the authors, when it comes to contracts, companies often treat future partners as adversaries and resort to traditional transactional contracts.
 

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Credits:
Source Article: A New Approach to Contracts
Author(s): David Frydlinger, Oliver Hart and Kate Vitasek