Template:M intro isda qualities of a good ISDA: Difference between revisions
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====Confident==== | ====Confident==== | ||
Your form should inspire confidence in your negotiation team. They should feel comfortable with it, they should understand it, you should encourage them to go beyond its formal articulation and understand the underlying commercial drivers. | |||
A negotiation team that is fearful of its material will hide behind formal rules. They won’t be drawn to discuss it — they don't understand it, so why would they put that vulnerability on show? — so will resort to the usual electronic trench warfare of long, bulleted issues listed that exist between counterparties and within organisations. This is to prefer the form over the substance — no-one should be surprised to see that our high modernist times — but deference to a plainly suboptimal form — which doesn't net our saintly criteria — is no cause for celebration. A confident negotiating team engages with the form rather than deferring to it. | |||
=== Clear === | === Clear === | ||