What is a key focus of contract negotiation strategy?

A key focus of contract negotiation strategy is planning an approach for effective negotiation of terms. This process involves understanding the positions of both parties, defining objectives, and preparing tactics to achieve these goals during negotiations. Effective planning ensures that negotiators can articulate their needs while also anticipating the other party's requirements. This strategic preparation helps to facilitate a constructive dialogue that can lead to mutually beneficial agreements.

In the context of the question, while developing criteria for supplier selection, establishing performance metrics, and creating a budget for procurement are all important elements of the procurement process, they are not direct focuses of the negotiation strategy itself. Instead, these elements support the broader procurement strategy, while the negotiation strategy is specifically concerned with how to engage in discussions and bargaining around the terms of contracts. This focus on negotiation planning is critical for achieving favorable outcomes and building robust, sustainable contracts.