I have always worked in aerospace companies and other high-tech industries where non-lawyers did the negotiations, and lawyers, in-house counsel, or attorneys-at-law were not part of the sales or procurement commercial contract negotiation teams and were only brought in for specific complex legal issues, such as aircraft leases. Most contract negotiators I worked with knew the fundamentals of contract law, and some had even completed law degrees, but they were not practicing lawyers. Despite—or I would argue, because of—this, they often achieved outstanding results, outperforming their lawyer counterparts on the other side of the table and significantly speeding up the contract signature process.
The main reason I believe is that non-lawyers bring a more practical, business-focused approach to contract drafting and negotiation. Their deep understanding of the business, technical specifics, and the commercial landscape enables them to craft agreements that align with both operational realities and strategic goal of their counterparts. Their focus on achieving practical outcomes, rather than addressing every theoretical legal risk, results in faster negotiations and stronger relationships. Buyers receive goods and services sooner, sellers secure earlier payments, and both parties benefit from the preservation of the time value of money.
In industries like aerospace, most offers and contracts are based on well-established industry standards and templates, historically created by dominating aerospace comapanies like Boeing and now also Airbus. These contracts typically require minimal customization, reducing the need for full-time lawyer involvement. However, when in-house counsel or attorneys-at-law door insist to participate, negotiations often slow down. The focus shifts to overly detailed legalities and excessive risk aversion for unlikely scenarios, leading to drafts that are neither fair nor commercially balanced. This creates frustration for both parties, harms relationships, and delays results.
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Business-Led Negotiations Are More Effective
In regions like the EU and parts of Asia, it is common for non-lawyers—sales managers, program and contract managers, and procurement experts—are trained to lead contract negotiations. Lawyers provide support only when necessary, ensuring that discussions remain practical and focused on achieving business objectives. This approach leads to quicker resolutions and fewer bottlenecks.
In contrast, in common law jurisdictions such as the US and UK, lawyers traditionally dominate commercial contract negotiations. As said before, this can prolong discussions as they focus on excessive legal minutiae, unbalanced terms, and theoretical risks that may never materialize. These delays can harm relationships and prevent both parties from realizing the benefits of a timely agreement.
So my experience is that by empowering business professionals to take the lead, supported by legal input or reviews where required, companies can achieve faster signatures, speedier delivery of products and services, and earlier revenue recognition.
AI Is Accelerating the Shift
I also see that AI is transforming the landscape of commercial contract drafting and negotiation, further enabling non-lawyers to take on roles traditionally reserved for legal experts. This technology enhances efficiency, speeds up processes, and ensures balanced, legally robust agreements—all without the need for full-time lawyer involvement.
One of AI’s most significant contributions is its ability to streamline the drafting process. By analyzing large databases of templates, regulations, and historical agreements, AI systems generate tailored drafts that comply with legal standards while remaining commercially balanced. Qualified non-lawyers can now draft high-quality agreements quickly, reducing dependency on legal teams for initial versions.
During negotiations, AI provides real-time support by flagging high-risk clauses, suggesting alternative language, and assessing the potential impact of proposed changes. For example, a procurement manager negotiating a multimillion-dollar contract can rely on AI to highlight unreasonable terms or identify areas that require further discussion. This allows the manager to respond dynamically, keeping negotiations efficient and focused on reaching an agreement.
AI also accelerates the review process by automating tasks like redlining, compliance checks, and risk assessments. This reduces the time required for iterative reviews, enabling contracts to move through the pipeline faster. Automated systems ensure that important details are not overlooked, even as the pace of negotiations increases.
Crucially, AI fosters trust and collaboration by promoting balanced agreements. Drawing from vast datasets, it identifies terms that are fair to both parties, reducing unnecessary conflict and improving relationships. This is particularly valuable in industries like aerospace, where long-term partnerships and repeat business are common.
By making use of contract lifecycle management (CLM) platforms (which AI cannot replace) approval, signature, storage and obligation tracking processes can be automated.
A New Era for Contract Management
AI is not just a tool—it is driving a fundamental shift in how contracts are managed. By equipping non-lawyers with the tools they need to draft and negotiate contracts efficiently, it is accelerating a broader move toward business-led contract processes. This shift benefits all parties by ensuring faster agreements, reduced costs, and improved collaboration.
While lawyers will always have a vital role to play in complex or contentious matters, the traditional dominance of legal teams in every stage of the contract lifecycle is fading. Instead, organizations are embracing a more balanced approach, where commercial professionals lead negotiations with AI providing the insights and tools they need and the lawyers step in where needed or play a role in approving the end results of negotiations.