Step 4: Align Expectations and Interests (Architect the Deal Points)

David Frydlinger (), Kate Vitasek (), Jim Bergman () and Tim Cummins ()
Additional contact information
David Frydlinger: Cirio Law Firm
Kate Vitasek: University of Tennessee at Knoxville
Jim Bergman: Commercial Officers Group, Inc
Tim Cummins: World Commerce & Contracting

Chapter Chapter 15 in Contracting in the New Economy, 2021, pp 213-237 from Springer

Abstract: Abstract In this chapter, the focus is on Step 4: Align Expectations and Interest (Architect the Deal Points). Alignment of interests starts with the parties laying the foundation for the relationship with a Statement of Intent. The parties will agree on mutually beneficial deal points that best support the agreement rather than undermining it. Architecting the deal means looking at deal points and legal clauses through a different lens. Simply completing the first three steps is not enough. The parties also need to align around the specific deal points that represent the business and commercial aspects of the contract. This chapter goes into detail about how the parties can put this characteristic of expectation alignment into practice. This chapter provides proven tips and tools for moving through this step of the process.

Date: 2021
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DOI: 10.1007/978-3-030-65099-5_15

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