The proper negotiation of a contract is a process that is too often ignored by developers, especially those eager to get a deal. Part of the reason for this is that the stereotypical game maker neither likes nor enjoys the process. The harsh reality is that many, if not most, publishers are so used to developers being passive about the negotiation process that they have become arrogant and unwilling to actually engage in a meaningful negotiation dialog with developers. Instead they become rigid and inflexible when it comes to their contract negotiations out of habit. They are also much more experienced in the process than the typical developer as they handle many more negotiations each year than most developers do in their entire career.
Delivered at the IGDA Summit @ Casual Connect Seattle, July 2012.
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