You can always tell when someone is new to business negotiation because they can’t stop talking about price – how much they got paid for something, or how little they paid for something. Experienced negotiators know that oftentimes the terms of a contract are much more important than the top-level price. That’s the origin of the saying “You set the price, I’ll set the terms.” It’s a phrase that seasoned business people and lawyers often use. OK, so it’s easy to throw that phrase around, but what do the terms actually mean? I’m going to talk about a few common…
