Nyden on Negotiation

Monitor Risk Using a Risk Register

Nyden on Negotiation

Risk Management Goals: Minimizing, Monitoring, and Controlling Risk. Minimize or mitigate risk means finding ways to reduce, the impact or loss of a risk.

Tip of the Week: Broaden Your Contracting Skills to Encompass Complex, Interdependent Relationships

Nyden on Negotiation

“The contracting world you work in is undergoing dramatic change. While the price was once the primary desired outcome in deals, customers today are demanding outcomes like innovation and digital transformation in addition to value and performance.

Termination Clauses are not an Exit Management Plan

Nyden on Negotiation

Termination clauses. Either for convenience or for cause, include a notice to the supplier but do not set forth the structure to unwind the business relationship.

Super Powerful Negotiation Tip

Nyden on Negotiation

Master the use of normative leverage. Normative leverage is the skillful use of common standards, social norms, and shared interests to create an argument to gain an advantage or protect a position an organization has taken.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

3 Quick Tips for Using Tactics

Nyden on Negotiation

Let’s start off with a valuable reminder: tactics are not a substitute for a real negotiation strategy. In working with thousands of negotiators, I have reached three conclusions about tactics. One, it is imperative to recognize tactics, so as not to be drawn into reactionary conversations.

Why I Hate Fixed Price Contracts!

Nyden on Negotiation

Exaggeration alert. I don’t hate them the way I hate Okra or cleaning the litter box. But, when stakeholders think that a complex multi-Billion dollar deal can be contracted for a “fixed price” I feel like yelling WHHAAAT?? Which I don’t – or wait until I am on mute!

5 Tips for Contract Management Success

Nyden on Negotiation

Contracts are a framework to dictate performance, not a framework for litigation. Standard Terms and Conditions” are often misunderstood or flat out ignored. Project plans are not perfect and must be updated as changes occur.

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Risk Quick Analysis

Nyden on Negotiation

If you have a risk that needs to be addressed in a contract, use these three questions to help you get a handle on it. It could be a new risk profile due to market constraints, a new law, or a new corporate policy. Where in your standard contract are common risks addressed?

Designing Complex Governance Structures

Nyden on Negotiation

The goal of a governance structure. To design and institutionalize an effective, collaborative governance structure to deliver strategic insight.

Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

It's no secret that employees are leaving their jobs for greener pastures. Many are frustrated with their compensation and indicate this as a major driver of attrition. Learn how pay transparency around quota-bearing roles can help you retain and motivate your reps in this webinar!

Avoiding Strategic Drift

Nyden on Negotiation

Strategic drift. Occurs when the customer and supplier do not work to maintain their relationship and/or work to update strategic priorities. This typically happens after a few good months or quarters.

Contract Professionals Need Facilitation Skills!

Nyden on Negotiation

Performance negotiations. 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. An organization’s willingness to negotiate is—at some basic level—a confession of mutual need.

Fixed Pricing #2: Competitive Modeling

Nyden on Negotiation

Savvy buyers. Savvy buyers will often leverage market competition to seek pricing in more than one way, or with greater granularity than they may ultimately contract for. For example, buying organizations will ask for a firm fixed fee and a cost-plus management fee for the work in the bid package.

Matching the Level of Contract Management and Risk Management to Sole/Single Source Contracts

Nyden on Negotiation

Customer/Supplier Relationships. Each customer/supplier relationship will require its own level of contract management correlating to the level of interdependence and complexity.

The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

How to Manage Power Plays

Nyden on Negotiation

I’ve been asked many times, “What should I do if I’m less powerful than my counterpart?”. Power plays an important role in throughout the entire contract life cycle. As it relates to the contract professional, power is your ability to alter other people’s attitudes and behaviors.

How to Manage Power Plays

Nyden on Negotiation

I’ve been asked many times, “What should I do if I’m less powerful than my counterpart?”. Power plays an important role in throughout the entire contract life cycle. As it relates to the contract professional, power is your ability to alter other people’s attitudes and behaviors.

Why Performance Measures Don’t Guarantee Performance (Part 3)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. In this article, I offer a solution to developing performance measures that actually drive performance. Click here to read the first and second articles discussing the two reasons. In this article, I offer a solution.

Trust Ensures Productive Collaboration

Nyden on Negotiation

Trust is the core quality of any collaborative partnership. Companies with high degrees of trust can spend their energies leveraging each other’s core strengths and creating value, rather than on compliance, enforcement, or worse, fighting metaphorical fires as a result of poor performance.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Why Performance Measures Don’t Guarantee Performance (Part 3)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. In this article, I offer a solution to developing performance measures that actually drive performance. Click here to read the first and second articles discussing the two reasons. In this article, I offer a solution.

Why Performance Measures Don’t Guarantee Performance (Part 2)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. In this article, I address the second reason performance measures don’t guarantee performance. Click here to read the first article discussing the first reason. In the next article, I will offer a solution.

Why Performance Measures Don’t Guarantee Performance (Part 2)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. In this article, I address the second reason performance measures don’t guarantee performance. Click here to read the first article discussing the first reason. In the next article, I will offer a solution.

Why Performance Measures Don’t Guarantee Performance (Part 1)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. Read below for the first reason. This article is part 1 of a three-part series. In part two, I will outline the second reason, and in part 3 I will offer a solution.

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

Why Performance Measures Don’t Guarantee Performance (Part 1)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. Read below for the first reason. This article is part 1 of a three-part series. In part two, I will outline the second reason, and in part 3 I will offer a solution.

Trust Ensures Productive Collaboration

Nyden on Negotiation

Trust is the core quality of any collaborative partnership. Companies with high degrees of trust can spend their energies leveraging each other’s core strengths and creating value, rather than on compliance, enforcement, or worse, fighting metaphorical fires as a result of poor performance.

Negotiation Preparation on the Fly: Five Down and Dirty Questions You Should Answer Before Your Next Negotiation

Nyden on Negotiation

Raise your hand if you can handle one more thing on your plate right now. No one can. It seems like everyone spends their time putting out one fire after another. Today more than ever before, negotiations happen in pieces and on the fly.

Negotiation Preparation on the Fly: Five Down and Dirty Questions You Should Answer Before Your Next Negotiation

Nyden on Negotiation

Raise your hand if you can handle one more thing on your plate right now. No one can. It seems like everyone spends their time putting out one fire after another. Today more than ever before, negotiations happen in pieces and on the fly.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Negotiation Preparation on the Fly: Five Down and Dirty Questions You Should Answer Before Your Next Negotiation

Nyden on Negotiation

Raise your hand if you can handle one more thing on your plate right now. No one can. It seems like everyone spends their time putting out one fire after another. Today more than ever before, negotiations happen in pieces and on the fly.

7 Negotiation Mistakes That Can Sink Success!

Nyden on Negotiation

When the negotiation team gets mediocre deal results, their bosses blame the economy, or the other company, or the weather for bad results. The real problem is that the negotiation team did not take the negotiation process seriously enough to systematically plan for it.

7 Negotiation Mistakes That Can Sink Success!

Nyden on Negotiation

When the negotiation team gets mediocre deal results, their bosses blame the economy, or the other company, or the weather for bad results. The real problem is that the negotiation team did not take the negotiation process seriously enough to systematically plan for it.

Saled Reinvented Podcast: The Power of Open Ended Questions

Nyden on Negotiation

I am happy to announce I was on the Sales Reinvented Podcast to discuss the power of open-ended questions in your negotiations. In this podcast I define negotiation and give 3 do’s and don’ts in any negotiation. I also answer the important questions of how negotiation is important for business.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Can Your Team Stack Rank and Prioritize Tradeoffs?

Nyden on Negotiation

Imagine a mid-level manger in the global commodities group got an email from the operations manager from a plant that read something like this. “Bob, Bob, I called ABC supplier to see where our XYZ parts are, and they told me that we’ll get them in 3 weeks.

Saled Reinvented Podcast: The Power of Open Ended Questions

Nyden on Negotiation

I am happy to announce I was on the Sales Reinvented Podcast to discuss the power of open-ended questions in your negotiations. In this podcast I define negotiation and give 3 do’s and don’ts in any negotiation. I also answer the important questions of how negotiation is important for business. If you are wondering why some salespeople […]. Audio Interviews negotiation podcast Sales Reinvented Podcast

Is Contract Drafting a Creative Writing Assignment? NO!

Nyden on Negotiation

Contract language is boring. The contract professional’s goals are to develop an agreement that reflects the intention of the relationship and a document that is clear, precise and exact. This video offers advice on 4 points that will help contract professionals meet those two goals. Watch NOW… Video contract language contract negotiations contract professional's goals documents that are clear and exact how do I develop an agreement that reflects intention negotiate procurement

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Getting to We: The Guiding Principles

Nyden on Negotiation

There are six relationship principles that drive the Getting to We mindset in both negotiating the relationship and in the subsequent operation of the partnership. These guiding principles tell the parties how to act within the relationship. In earlier posts I’ve talked about the importance of trust and the necessary steps needed to build and […].

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.