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PLAYBOOK TEMPLATES
Sales Agreement (Goods Supply Contract)
A Sales Agreement establishes the legal framework for the sale and supply of goods between parties, setting terms for pricing, delivery, and risk transfer. This playbook examines key negotiation points including warranties, payment terms, and remedies for breach.
Scope of Work
Negotiation strategy
Ensure the scope is comprehensive and aligns with business objectives. Include a clear change management process to handle any modifications.
Negotiate for flexibility in deliverables and timelines. Ensure that any changes to the scope are documented and agreed upon in writing.
Essential elements
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Tasks and Deliverables
List of tasks and deliverables.
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Timeline
Deadlines for each deliverable.
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Change Management
Process for scope changes.
Action framework
ACCEPT
Propose edits when tasks or timelines are unclear or unrealistic.
EDIT
Reject if the scope lacks detail or a change management process.
ADD
Add language for phase-specific tasks in complex projects.
PRO TIP
Always attach a detailed exhibit outlining the scope to prevent misunderstandings.
Real-world examples
FAVORABLE
Comprehensive Scope Definition
"The Scope of Work shall encompass all tasks, deliverables, and timelines as outlined in Exhibit A attached hereto. Each party agrees to perform its respective obligations in accordance with the specifications and deadlines set forth in Exhibit A. Any changes to the Scope of Work must be mutually agreed upon in writing by both parties."
NEUTRAL
Basic Scope Reference
"The parties agree to define the scope of work in a separate document to be attached as Exhibit A, which will be incorporated by reference."
UNFAVORABLE
Vague Scope Description
"The scope of work will be determined as the project progresses, with no specific deliverables or timelines outlined."
Alternative scenarios & positions
Complex Projects with Multiple Phases
For projects with multiple phases, segment the SOW into phases with specific milestones. Ensure each phase has its own set of tasks, deliverables, and timelines.
High-Risk Projects
In high-risk projects, include detailed risk management strategies within the SOW to mitigate potential issues.
International Projects
For international projects, consider local regulations and cultural differences in the SOW to ensure compliance and smooth execution.
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WEEK 1
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WEEK 2
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WEEK 3
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WEEK 4
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