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In negotiations, knowledge is your most powerful tool. Detailed knowledge of your client’s needs and desires – as well as in-depth knowledge of your firm’s scoping, contractual and pricing options – will help you successfully negotiate a contract.
The ability to negotiate skillfully will make a significant difference in how your projects perform. All of the work put into a scope and budget – as well as the potential to make a profit – can be lost or improved depending upon how the contract is negotiated.
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This document was updated in 2017.