Claudia Lechner has worked for many years on my team on German, English and French contracts for our EMEA customers. Her excellent legal expertise in the areas of software licensing, maintenance and professional services as well as her structured approach, her fine sense for negotiations and excellent language skills have distinguished her and fully justified me sending her without hesitation and complete trust into any negotiation EMEA wide.
Eric Nicodeme, Associate General Counsel, Polycom SARL
MY NEGOTIATION PHILOSOPHY
Due to often competing interests of the negotiating parties, negotiation of an IT deal can be a real stress test for the relationship between supplier/vendor and customer.
To reach a fair and balanced agreement in which both parties have agreed concessions and build a solid basis for a successful cooperation in which neither party “dictates†to the other party, is of paramount importance. This applies to the commercial as well as to the legal aspects of a relationship.
My experience whilst negotiating contracts not only in Germany but also in many other countries, has taught me that each negotiation is unique and that various and conflicting interests need to be taken into account and reconciled.
Whilst the relevant legal aspects in a contract need to be reflected and negotiated in compliance with mandatory law, the main aspects for both parties are often the commercial areas. Therefore it is important to describe these in a well-balanced and appropriate manner in the final contracts.