The harsh reality is, the majority of companies will present you with a contract that is unfair to you. Often very unfair.
Every company has their own tolerance level for risk, in the pursuit of revenue, and most contracts involve some degree of compromise. (The aim is to avoid painful compromise.) There are however certain terms with no room for compromise.
Your negotiation process first begins with a careful review and as necessary redline of your contract.
Second, Sheila will call you, to explain any issues, ask any follow-up questions, and identify the right next steps for your business and revenue goals.
Then either Sheila, or you and Sheila, or you alone, will enter negotiations with the other party, with a negotiation style designed to build strong, lasting, and fair relationships for future business.