The Art of Creative Entrepreneurship

The textbook way to play this is for you to have standard documents and to put your standard document on the table first. You don't even have to modify it, right? Because again, it's just a starting point in a negotiation. If you don't use yours, the client will use theirs. So that's the textbook way to do this. But the reality is just like your situation where not so long ago you found yourself, you've got standard documents, but the client went and put one on the table and it's ridiculous. It kind of sucks the wind out of your sails, right? because it's like, oh my, here's one more battle. I've got