Nyden on Negotiation

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.

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.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Customers Lose Value from Poor Contract Management

Nyden on Negotiation

Sorry folks, but it is TRUE. For the sell-side account manager , her/his role in post-award contract management is more fully defined, recognized and valued by the supplier because it is in essence a customer satisfaction function.

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.

ACT 52

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

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?

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.

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.

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.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

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!

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.

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.

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Download the eBook today to find out how!

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 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.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

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.

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.

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.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

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.

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.

Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

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.

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

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

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, I called ABC supplier to see where our XYZ parts are, and they told me that we’ll get them in 3 weeks. They said the PO gave them a 15 […]. Words contract negotiation global commodities mid-level manager negotiations stack rank tradeoffs

Drafting a Gainshare Framework: Use this Checklist

Nyden on Negotiation

A client and I are drafting a gainshare arrangement for a complex service delivery contract. Neither my client (procurement) nor the service supplier have used a gainshare arrangement in their 26-year relationship. Yet, my client’s current economic outlook demands that the supplier lower its costs by eliminating redundant and unnecessary processes. It is noteworthy that […]. Words checklist economic outlook gainshare framework procurement relationship service delivery contract supplier

43

Driving Innovation Rocky Flats Example Outcome Contracting

Nyden on Negotiation

Have you ever wondered how to get real innovation from your customer/supplier relationship? I explain in this video how the Department of Energy and the Kaiser-Hill joint venture used outcome and incentive-based contracting principles to drive innovation. Innovations that turned a nuclear materials production site into a wildlife refuge while saving the US taxpayers billions in dollars. Yes, you read that right the US federal government did something very right.

Driving Innovation Rocky Flats Example Outcome Contracting

Nyden on Negotiation

Have you ever wondered how to get real innovation from your customer/supplier relationship? I explain in this video how the Department of Energy and the Kaiser-Hill joint venture used outcome and incentive-based contracting principles to drive innovation. Innovations that turned a nuclear materials production site into a wildlife refuge while saving the US taxpayers billions […].

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!