Hvad er
kontraktforhandling
? Uanset om du lige er begyndt i erhvervslivet eller et stort skud med aftaler, kan de møder, hvor du diskuterer vilkårene og forhandler fordelene, få enhver til at svede en bøtte.
But it doesn't have to be so tense! When both sides do their homework and understand what really matters, a win-win solution becomes possible.
👉 In this article, we'll break down the nuts and bolts of
kontraktforhandling
, og del nogle praktiske tips til at pakke tingene sammen tilfredse på begge sider.
Indholdsfortegnelse
Hvad er kontraktforhandling?
Eksempler på kontraktforhandling
Kontraktforhandlingsstrategier
Tips til kontraktforhandling
Nøgleforsøg
Ofte stillede spørgsmål
Tips til bedre engagement
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Hvad er kontraktforhandling?
![Kontraktforhandling](https://ahaslides.com/wp-content/uploads/2023/09/contract-negotiation-1.png)
![Contract negotiation](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
Kontraktforhandling
er den proces, hvor to eller flere parter diskuterer, bliver enige om og færdiggør vilkårene i en aftale mellem dem.
Målet er at nå frem til en gensidigt acceptabel kontrakt gennem forhandlingsprocessen.
Nogle nøgleaspekter af kontraktforhandling omfatter:
![Kontraktforhandling](https://ahaslides.com/wp-content/uploads/2023/09/Key-aspects-of-contract-negotiation.png)
![Contract negotiation](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![Understanding needs/priorities](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![: Each side determines what provisions are most important and what they can compromise on regarding issues like prices, delivery schedules, payment terms, liability, and such.](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![Research and preparation:](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![Effective negotiators thoroughly research industry standards, the other counterparts, and alternative options and develop negotiating positions in advance.](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![Communication and compromise:](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![Through respectful discussion, opinions are exchanged to clarify interests and find agreements or alternative solutions that satisfy both parties which may require compromise.](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![Drafting terms:](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![Once consensus is reached on the business deal points, precise legal language is drafted and agreed upon to outline the negotiated contract terms.](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![Finalising and signing:](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![With all terms finalised and approved, authorised representatives from each party will sign the contract to make it legally binding between the counterparts.](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
Eksempler på kontraktforhandling
![Eksempler på kontraktforhandling - AhaSlides](https://ahaslides.com/wp-content/uploads/2023/09/contract-negotiation-examples-1.png)
![Contract negotiation](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
Hvornår præcist skal du forhandle en kontrakt? Se disse eksempler nedenfor👇
• En kommende medarbejder
forhandler et tilbudsbrev med en voksende startup. Hun vil have egenkapital i virksomheden som en del af sin kompensation, men opstarten er tilbageholdende med at give store ejerandele.
![A startup](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![is negotiating with a large supplier to get better pricing and payment terms for manufacturing their new product. They have to leverage their growth potential to gain concessions.](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![A freelance developer](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![is negotiating a contract with a new client to build a custom website. She wants a high hourly rate but also understands the client's budget constraints. Compromise may include deferred payment options.](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![• During union negotiations,](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![teachers](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![aim to get higher wages for the increased cost of living while the school district wants more flexibility in evaluations and class sizes.](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![An executive](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
![is negotiating an enhanced severance package before agreeing to resign from a mid-size company that is being acquired. He wants protection if his new position is eliminated within a year of the acquisition.](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
Kontraktforhandlingsstrategier
Having a detailed strategy planned out will help you get the upper hand in the contract. Let's go over the details here:
💡 Se også:
6 vellykkede tidstestede strategier til forhandling
#1. Kend din bundlinje
![Kontraktforhandling](https://cdn.seeklearning.com.au/media/images/career-guide/article/career-advice/web_images/blogs/214/1611/What_should_you_research_before_an_interview_940x485.jpg)
![Contract negotiation](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
Undersøg dine modparter. Lær om deres forretning, tidligere aftaler, prioriteter, beslutningstagere og forhandlingsstil, før forhandlingerne begynder.
Forstå, hvem der har det sidste ord, og skræddersy din tilgang til deres prioriteter i stedet for at antage, at en størrelse passer alle.
Thoroughly understand industry standards, the other party's position, and your
BATNA
(Bedste alternativ til forhandlet aftale).
While reviewing the opposing party's stance, brainstorm all their potential demands or requests. Knowledge is power.
![Brainstorm modpartens potentielle krav eller anmodninger - AhaSlides](https://ahaslides.com/wp-content/uploads/2023/01/Brainstorm-example-GIF-1.gif)
![Brainstorm the opposite party's potential demands or requests](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
#2. Udarbejde kontrakt
![Kontraktforhandling](https://contenthub-static.grammarly.com/blog/wp-content/uploads/2021/04/rough-draft.png)
![Contract negotiation](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
Lav din ideelle version af kontrakten til at bruge som udgangspunkt.
Use clear, unambiguous language throughout. Avoid undefined terms, vague phrases, and subjective criteria that could lead to misinterpretation. You and use an expert's help to prepare a concrete contract.
Include mandatory and discretionary terms distinctly. Label obligations as "must", or "shall", versus options stated as "may" to avoid confusion.
Løs proaktivt forudsigelige problemer. Tilføj beskyttelsesklausuler for uforudsete hændelser som forsinkelser, kvalitetsproblemer og opsigelse for at undgå fremtidige tvister.
Omhyggelig udarbejdelse hjælper med at fange præcis, hvad der blev forhandlet til alle parters tilfredshed.
#3. Forhandle
![Kontraktforhandling](https://nzentrepreneur.co.nz/wp-content/uploads/2017/08/000207000_5.jpg)
![Contract negotiation](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
While negotiating with the opposite party, listen actively. Fully understand the other side's needs, constraints, and priorities through asking questions.
From what you've listened, build rapport and find common ground and interests through respectful dialogue to get the relationship on a positive note.
Compromise wisely. Search for "expanding the pie" solutions through creative options vs. win-lose positioning.
Gentag vigtige forståelser og eventuelle aftalte ændringer for at undgå tvetydighed senere.
Giv små indrømmelser for at opbygge goodwill til mere betydningsfulde i større spørgsmål.
Use objective standards. Cite market norms, past deals, and expert opinions to turn "wants" into "shoulds", followed by proposing alternatives to stimulate creative discussions.
Forbliv rolig og løsningsfokuseret gennem diskussioner for at opretholde en produktiv atmosfære. Undgå specifikt personlige angreb.
#4. Pak tydeligt ind
![Kontraktforhandling](https://4castplus.com/wp-content/uploads/2011/04/Negotiations.png)
![Contract negotiation](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
Når de to parter er nået til enighed, skal du sørge for at gentage aftaler mundtligt for at undgå skriftlige kontraktuoverensstemmelser senere.
Opbevar detaljerede noter om aftaler for at mindske risikoen for misforståelser.
Etabler tidsrammer for beslutningstagning for at holde forhandlingerne fokuserede og på sporet.
Med omhyggelig planlægning og samarbejdsstrategi kan de fleste kontrakter forhandles til gensidig fordel. Win-win er målet.
Tips til kontraktforhandling
![Kontraktforhandling](https://cloudinary.hbs.edu/hbsit/image/upload/s--47YmrI3N--/f_auto,c_fill,h_375,w_750,/v20200101/274FA410B37EA85DE009FA2BBF89AEF8.jpg)
![Contract negotiation](http://tdns.gtranslate.net/tdn-static2/images/edit.png)
At forhandle en kontrakt involverer ikke kun tekniske vilkår og ekspertise, men kræver også menneskelige færdigheder. Hvis du ønsker, at din kontraktforhandlingsproces skal gå let, så husk disse gyldne regler:
Do your research - Understand industry standards, the other parties, and what's truly important/negotiable.
Know your BATNA (Best Alternative To Negotiated Agreement) - Have a walkaway position to leverage concessions.
Separate the people from the problem - Keep negotiations objective and cordial without personal attacks.
Communicate clearly - Listen actively and convey positions/interests persuasively without ambiguity.
Compromise where reasonable - Make measured concessions strategically to get concessions in return.
Look for "win-wins" - Find mutually beneficial trades vs. winner-take-all competition.
Confirm verbally - Reiterate agreements clearly to avoid misinterpretation later on.
Get it in writing - Reduce oral discussions/understandings to written drafts promptly.
Control emotions - Stay calm, focused and in control of the discussion.
Know your limits - Have bottom lines set in advance and don't let emotions push past them.
Build relationships - Develop trust and understanding for smoother negotiations in the future.
Nøgleforsøg
Forhandling af kontrakter vil ikke altid være til din fordel, men med ordentlig og grundig forberedelse kan du forvandle stressende møder og rynkede ansigter til partnerskaber, der bygger for at holde.
Ofte stillede spørgsmål
Hvad er nøgleområderne for kontraktforhandling?
Nogle af de nøgleområder, der typisk forhandles i en kontrakt, er pris/betalingsbetingelser, arbejdsomfang, leverings-/færdiggørelsesplan, kvalitetsstandarder, garantier, ansvar og opsigelse.
What are the 3 C's of negotiation?
The three main "C's" of negotiation that are often referenced are Collaboration, Compromise and Communication.
Hvad er de 7 grundlæggende principper for forhandling?
The 7 basics of negotiation: Know your BATNA (Best Alternative To Negotiated Agreement) - Understand interests, not just positions - Separate people from the problem - Focus on interests, not positions - Create value through expanding options - Insist on objective criteria - Leave pride at the door.