During talks, effective relationship negotiators focus on a variety of noncontractual issues, including:
- Getting to know the other side well
- Establishing a positive personal chemistry between the leadership of the companies involved
- Understanding and respecting each other’s cultures, expectations, and goals
- Putting mechanisms in place to foster communication after the contract is signed
- Ensuring that the proposed deal is balanced and advantageous for both sides
- Identifying and planning for potential obstacles to implementation