BRIEF:

A small company had to negotiate a commercial agreement with a much bigger US company in the technology field. The resources of my client were limited and my client needed the contract. However, it did not want to agree to the very onerous terms that were being proposed.

SOLUTION:

First I discussed the various options with the client, we assessed the risks and we agreed a plan for action. Secondly I drafted standard framework agreements  for the client to show that it did have its own terms. Thirdly, I started negotiating with the other side very often anticipating the arguement and presenting solutions. Being firm where necessary yet accomodating where possible.

RESULT:

Contract signed at good terms, client happy and aware of the risks so that he can effectively operate a risk management.