Contract Negotiations: Who’s In Control?


It’s contract renegotiation time--happy hunting! The question is: who exactly is the hunter and who is the prey?

It may be obvious, but the vendor and the customer have somewhat different agendas: one to protect and grow revenues, the other to limit and reduce spending. Sure, in the heady days of the late 90s, everyone got what they wanted and the business paid the bills without complaints (too much). Now they are complaining, and renegotiation is the watchword.

Even as times change, contracts

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