New York SBDC Research Network

"Show me the money!" -- the famous line from the movie Jerry Maguire -- carries the sort of gusto and optimism that is ear candy to entrepreneurs. But as a professional negotiation coach with nearly three decades' in the trenches, I associate that catchy phrase with something else entirely. The reality is most entrepreneurs begin to think about negotiation -- this includes the word "negotiation," setting up a meeting, and the overall negotiation process -- only when it's time to be shown the cash. In other words, in the minds of just about every small business owner, a negotiation is when the money talks. Nothing could be further from the truth, and I can't imagine the millions of dollars entrepreneurs have lost, over the lifespan of their businesses, by defining negotiation in such a limited way. Negotiation is the effort to bring about agreement between two or more parties, with all parties having the right to veto. Here's what you're pro

I reminded myself to check out our shelves and lo, success! A source that I am sure we have described before but here it is again is the Consultant & Independent Contractor Agreements book by Attorney Stephen Fishman for Nolo. It comes with a disk with the sample contracts. The book covers hiring contractors and working a contractor. There is a chapter on negotiating contracts - a sample for the hiring firm and one for the contractor.