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When you are on the brink of getting a deal done, the last thing you want to do is jeopardize it by fiddling with the details, but the first thing you should want is that the agreement is certain. Too many agreements get passed on to me with loaded terms that are not defined creating uncertainty and subsequently disputes. For example, if an agreement specifies one of your salespersons receives a percentage of net receipts, what exactly does “net receipts” include? What if you issue your customer or client a refund? All these things must be contemplated and defined in the agreement if you want certainty in your agreements.

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