Dive summary:

• A client who is caught in a deluge of details at the end of a negotiating process is unlikely to be comfortable with the situation and may wind up not being a client at all.
• It is the contractor's job to understand how to make the process simpler and more manageable, and that requires a sustained effort from the outset.
• Adding a little empathy to the process of explaining all the details can do a great deal for achieving the outcome you want – a signed business agreement.

From the article:

Companies that provide an experience with fewer hassles and more empathy will have a competitive edge on the others, all things being equal. ...