Details For “Negotiating Better Contracts” Webinar

Most of us lack negotiating skills so we are reluctant to get into negotiations. However, for rep companies it’s essential to be able to negotiate a fair and balanced deal, otherwise the relationship will ultimately fail. The objective of the negotiating webinar is to help reps understand the need for negotiating, the current supply-demand state of the rep/principal relationship and the major issues that need to be negotiated.

Why negotiate?

  • If you don’t, it can cost you a bundle later on
  • You will gain respect in the eyes of the principal
  • The negotiating process can flush out an undesirable business partner

The current supply-demand state of the rep/principal relationship:

  • Is it a buyer’s or seller’s market for reps today?
  • Why is this important?

The major issues to be negotiated:

  • The termination clause
  • Rights upon termination
  • Shared territory development fees
  • Product liability indemnification

Resources for negotiating