Nyden on Negotiation

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Contract Professionals Need Facilitation Skills!

Nyden on Negotiation

Back-and-forth conversations to reach an agreement when the customer and the supplier do not see eye-to-eye on the solution to the performance issue. Facilitators seek to manage the conversation between many stakeholders who will resolve a dispute. Performance negotiations. Those needs are reflected in the organization’s interests.

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Managing the Rogue Stakeholder

Nyden on Negotiation

My coaching client and I had to regain control of the conversation immediately. A stakeholder said in front of the supplier during negotiations, “What the hell does ‘G.S.’ (V.P. of Sourcing) have to do with my deal!?” In this article I’ll explain what we did and ask you to consider what you would have done […].

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Super Powerful Negotiation Tip

Nyden on Negotiation

Framing needs in this way ties back to the conversation about negotiating the relationship before negotiating the transaction. For example, corporate policies about social responsibility, non-discrimination policies or sustainable sourcing are shared principles and norms for many companies.

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Negotiating Value in a Price-Only World Part 1

Nyden on Negotiation

So, how do you break out of the price only conversation and really negotiate value? Every customer wants value, and every supplier says that they provide value. But, when it comes time to negotiate the contract it’s all PRICE, PRICE and more about PRICE. Negotiators need a common framework for talking about value. But, most […].

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Why I Hate Fixed Price Contracts!

Nyden on Negotiation

In a recent conversation about fixed pricing, the market told my client it was unwilling to consider a fixed price agreement due to demand outstripping supply. It helps me to remember that stakeholders don’t understand contracting in general, the market constraints, or contract management techniques.

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Podcast: Jeanette on The Essentials of Successful Negotiating

Nyden on Negotiation

We didn’t get to all of Philips’ questions so he invited me back to finish the conversation. If you haven’t had the opportunity to listen to that interview, you should check it out! In this podcast, we discuss the art of a balanced […].

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Podcast: Jeanette on Designing and Executing a Balanced Deal

Nyden on Negotiation

We didn’t get to all of Philips’ questions so he invited me back to finish the conversation. If you haven’t had the opportunity to listen to that interview, you should check it out! In this podcast, we discuss the art of a balanced deal. What is a balanced deal, when do you need one – and when do you not.