Just a few tips on contract negotiations

My latest Huffington Post article is available at http://www.huffingtonpost.com/entry/58c2eeeee4b0c3276fb7845c and starts off as follows:
Whether establishing a business agreement with a client, buying a car, or purchasing services at work, negotiating contracts is an inevitable part of life. Most negotiation advice dispensed online or in books falls far short of the mark, and some of it can actually backfire. Pretending that you have another, better potential deal in the wings or being too aggressive, for example, both shut down the possibility of forming a real connection with the other party—thereby making them less willing to cut you a good deal. In other words, a lot of the traditional tools out there are just inauthentic. A few strategies help set the record straight when it comes to contract negotiation, allowing you to get the best deal possible:
To read more, see http://www.huffingtonpost.com/entry/58c2eeeee4b0c3276fb7845c.