Contract negotiations can be a basis of relationships or be a point where negotiated agreements are ripped into disarray.
It’s tempting to hurry through the contract negotiation process to file the contract quickly and then roll up your sleeves. However, the most successful negotiators focus on the specifics. Suppose business negotiators do not pay enough attention to ensuring that contract negotiations lead to a robust long-term contract. In that case, the most common results include broken agreements, damaged relationships, and lawsuits. The contract management software, also known as creating, implementing, and evaluating contracts promptly, could mean the difference between your company’s performance or failure.
Most Negotiated Terms and Clauses in A Contract
The landscape of negotiation is changing rapidly, much like the world of business today. The need for more transparency, honesty, and trust is increasing. The executive level has shown a much more desire to learn about the contract and commercial management capabilities.
A poorly negotiated contract typically leads to agreements that offer inadequate guidance to teams working on implementation. Here are the most commonly negotiated conditions and clauses.
For better or worse, one of the most controversial clauses during any negotiation is likely to refer to the indemnity clause. How contracting parties assign the risk is often a topic that requires extensive discussions.
It is often an unplanned, back-and-forth issue advocated by counsel representing both parties and frequently not appreciated by the clients in all its whole. This is why it is essential to dissect the various parts in the indemnity clause to comprehend and explain the obligations and advantages early throughout the procedure.
At their core, negotiations on representations and warranties are a way to exercise risk-sharing. Most often, buyers and sellers don’t agree with this section and frequently demand that modifications be implemented to the law.
The seller is seeking to narrow the extent of warranties and representations as much as possible to reduce the risk of inaccurateness and claims of breach. The buyer would like the broadest possible set to shield itself from risk and transfer responsibility to the seller.
Limitation of Liability Clause
Every business would like to ensure its financial stability, limit failure risk, and shield itself from liabilities and damages. A well-crafted and carefully negotiated restriction of liability is the primary tool for creating a safety net. It sets out the parties’ obligations and provides protection when things don’t happen according to plan.
It is recommended to have limits on liability that limit liability potential to a specific or quantifiable amount.
Service Withdrawals/ Terminations
Relationships and business needs change as time passes, and sometimes the most lucrative deals fail. There are many reasons or, even without the other party’s fault, the contract might be ineffective or obsolete. This is why the clause of termination takes on the lead in contract discussions.
It gets even more complicated when it comes to business-to-business service. Businesses are often trapped with a costly contract or poor service for many years. The clauses for termination that concentrate on the inability to perform are typically complex, and more frequently than not, poor service doesn’t technically violate the clauses.
Thus, it is crucial to bargaining to include the clause of termination for convenience whenever it is possible to leave at any time.
Data usage is the mainstay of the ability to make strategic analyses. The ability to use data from customers can have a significant impact on the value of a company and its performance. The advent of machine learning and AI and the ability to build models using customers’ data and then reuse the models to serve customers is a crucial strategy-oriented capability.
However, customers can refuse to give their personal information due to privacy and legal issues. It is crucial to consider the requirements to get the contract signed and maintain an ongoing strategic advantage Negotiators need to prepare accordingly and work with those who are reluctant to divulge their information.
How Contract Management Software Can Aid Companies in Negotiations with Their Contracts
Limitation of Liability
With approved contract templates and clauses, contracts can be written in clauses that limit liability exposure. By flagging non-compliant or un-standard terms, enterprise contract management software can alert those responsible during the contract creation process when a contract is being prepared with risky risks to liability.
When negotiating indemnity clauses, negotiation leverage can be enhanced through the business intelligence provided by the enterprise contract management software that monitors the storage, report, and analyzes data on contract performance.
The significantly enhanced business intelligence that is provided through contract management programs is crucial in negotiating prices. Thorough and accurate information on the performance of contracts will allow an organization to demonstrate its case for better pricing conditions.
Contract management software not just gives companies the information they need to evaluate an intellectual property correctly. Still, it also helps to identify areas of inadequate protection of intellectual property both within the overall strategy of contract management and the individual contracts being drafted.
The benefit here is not only in the negotiation stage but in the compliance-enforcement stage. The software could aid in maximizing revenue that is allowed or cutting down on penalty charges. Ensuring effective payment management will enable businesses to be more decisive in their negotiations regarding terms of payment.
Similar to indemnity clauses, the terms and conditions of liquidated damages are negotiated more efficiently due to increased business intelligence. Based on the software’s analysis and data, companies can build the case for clauses that cover liquidated damages that are acceptable for both parties.
Like enterprise management software assists in monitoring the payment process, it can also be used to evaluate the performance of contracts. This helps to create an improved negotiation position when terms and conditions for performance are being discussed.
Contract management software allows for an analysis of the financial implications of different delivery conditions and terms, ensuring that the company is aware of the implications of its choices.