Nyden on Negotiation

Why I Hate Fixed Price Contracts!

Nyden on Negotiation

This can be more challenging to negotiate and manage. If you or a team member would like to master drafting and negotiating complex pricing mechanisms consider buying a copy of The Contract Professional’s Playbook available on Amazon. Exaggeration alert.

How to Manage Power Plays

Nyden on Negotiation

The five relevant sources of power for negotiators are: (1) Information, (2) Personality, (3) Title or Position, (4) Network, and (5) Context. Business Relationships contract negotiations business strategy contract life cycle Jeanette nyden negotiations power play

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How to Manage Power Plays

Nyden on Negotiation

The five relevant sources of power for negotiators are: (1) Information, (2) Personality, (3) Title or Position, (4) Network, and (5) Context. Business Relationships contract negotiations business strategy contract life cycle Jeanette nyden negotiations power play

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

Nyden on Negotiation

Business Relationships contract management contract negotiations risk management administration management contract professional monitoring management relationship managementCustomer/Supplier Relationships.

7 Must-Have Automated Documents for Sales Success

documents, faster negotiations, and a quicker path to adopting the products and. negotiations in days, or even hours. bonuses change during negotiation, the rep might not re-enter the. negotiation. The 7 must-have automated.

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.

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

Nyden on Negotiation

Today more than ever before, negotiations happen in pieces and on the fly. Words complex negotiation contract negotiations Jeanette Nyden negotiation negotiation preperation stakeholdersRaise your hand if you can handle one more thing on your plate right now.

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

Nyden on Negotiation

Today more than ever before, negotiations happen in pieces and on the fly. This disjointed approach to negotiating will not change for the better. Successful negotiators know how to leverage common ground into a financially lucrative deal.

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

Nyden on Negotiation

Today more than ever before, negotiations happen in pieces and on the fly. This disjointed approach to negotiating will not change for the better. Successful negotiators know how to leverage common ground into a financially lucrative deal.

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

Nyden on Negotiation

If there is no historical data available, a common approach is to negotiate improvement targets but set a baseline using three months of data (after a successful transition and assumption of service) to start from. There are two reasons why performance measures don’t guarantee performance.

In the Race to Win More Customers, Sales Needs Digital Transformation

they create, negotiate, execute and manage their contractual. 32% have contract negotiation in production. on contract document management, and negotiation builds on. effectively negotiate the modern sales environment.

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

Nyden on Negotiation

If there is no historical data available, a common approach is to negotiate improvement targets but set a baseline using three months of data (after a successful transition and assumption of service) to start from. There are two reasons why performance measures don’t guarantee performance.

Trust Ensures Productive Collaboration

Nyden on Negotiation

The key to successful collaborative business relationships lies in negotiating the relationship based on trust. Trust is the core quality of any collaborative partnership.

Trust Ensures Productive Collaboration

Nyden on Negotiation

The key to successful collaborative business relationships lies in negotiating the relationship based on trust. Trust is the core quality of any collaborative partnership.

10 Common (an costly) Negotiation Mistakes

Nyden on Negotiation

When negotiators get mediocre results their boss blames the economy, the weather, or the other company, when the real problem is that no one took the negotiation process seriously enough to systematically prepare for it. In my experience, there are ten common mistakes business people routinely make when they enter a contract negotiation.

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.

10 Common (an costly) Negotiation Mistakes

Nyden on Negotiation

When negotiators get mediocre results their boss blames the economy, the weather, or the other company, when the real problem is that no one took the negotiation process seriously enough to systematically prepare for it. In my experience, there are ten common mistakes business people routinely make when they enter a contract negotiation. Watch NOW… Video common mistakes contract negotiations Jeanette nyden negotiation mistakes negotiation process video

Can Your Team Stack Rank and Prioritize Tradeoffs?

Nyden on Negotiation

Furthermore, no one informed operations of the negotiated lead time until the situation was escalated to management. The lead times in the requisitions are always inflated so I know we have wiggle room to negotiate.”.

Negotiating Value in a Price-Only World Part 2

Nyden on Negotiation

Federal Government Negotiates and Gets Value Today, Rocky Flats is a National Wildlife Refuge. Words negotiating negotiating value negotiator price valueIt was established in 2007, and is managed by the U.S. Fish and Wildlife Service. The 5,237-acre refuge was once a nuclear weapon depot, a legacy of the cold war. Prior to 2007, it was a radioactive waste site just 15 […].

Podcast: Jeanette on The Essentials of Successful Negotiating

Nyden on Negotiation

I interviewed with Philip Ideson recently on – The Essentials of Successful Negotiating. Audio balanced deal negotiating negotiation Philip Ideson podcast potential suppliers successful negotiatingIf you haven’t had the opportunity to listen to that interview, you should check it out! We didn’t get to all of Philips’ questions so he invited me back to finish the conversation. In this podcast, we discuss the art of a balanced […].

Negotiating Value in a Price-Only World Part 1

Nyden on Negotiation

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

Podcast: Jeanette on The Essentials of Successful Negotiating

Nyden on Negotiation

The ability to negotiate should be part of our nature. But the rules for a successful negotiation are anything but innate, especially in the age of globalization and technological upheaval. Interviews business globalization Jeanette Nyden make a deal negotiating podcast successful negotiating technologicalJust how do you make a deal, anyway? After all, deal making is as old as humanity itself.

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. Audio Interviews negotiation podcast Sales Reinvented Podcast

Is a fixed fee a black box?

Nyden on Negotiation

During my mentoring, I was co-negotiation a 15 year contract. Watch NOW… Video co-negotiation large contracts contract negotiation early termination agreement fixed fee Is a fixed fee a black box negotiating large contracts negotiation stakeholder leadershipThe stakeholder leadership wanted a early termination agreement in the agreement with a fixed fee. They wanted a buy-out in the agreement for early termination.

Can Your Team Stack Rank and Prioritize Tradeoffs?

Nyden on Negotiation

Words contract negotiation global commodities mid-level manager negotiations stack rank tradeoffsImagine 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 […].

Is a fixed fee a black box?

Nyden on Negotiation

During my mentoring, I was co-negotiation a 15 year contract. Watch NOW… Video co-negotiation contract negotiations fixed fee Jeanette nyden leadership stakholderThe stakeholder leadership wanted a early termination agreement in the agreement with a fixed fee. They wanted a buy-out in the agreement for early termination. Watch the video and tell me what you think.

Are you worried about closing a commercially significant deal?

Nyden on Negotiation

Video coaching and mentoring programs commercially significant deal contract negotiations Jenaette Nyden mentoring program negotiation skilled negotiatorAre you worried about closing a commercially significant deal? Then my coaching and mentoring programs might be the right fit to support your organization. If closing that deal and getting greater value is important to your organization, watch this video.

Are you worried about closing a commercially significant deal?

Nyden on Negotiation

Video coaching and mentoring programs commercially significant deal contract negotiations Jenaette Nyden mentoring program negotiation skilled negotiatorAre you worried about closing a commercially significant deal? Then my coaching and mentoring programs might be the right fit to support your organization. If closing that deal and getting greater value is important to your organization, watch this video.

Is Contract Drafting a Creative Writing Assignment? NO!

Nyden on Negotiation

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 procurementContract 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.

Exact 40

Driving Innovation Rocky Flats Example Outcome Contracting

Nyden on Negotiation

Video contract negotiations Department of Energy drive innovation Kaiser-Hill joint venture negotiate outcome and incentive-based contracting principles procurement real innovation from your customer/supplier relationshipHave 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.

Is Contract Drafting a Creative Writing Assignment? NO!

Nyden on Negotiation

Watch NOW… Video contract drafting contract negotiations contract professionals Jeanette nydenContract 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.

Exact 40

Driving Innovation Rocky Flats Example Outcome Contracting

Nyden on Negotiation

Watch NOW… Video contract negotiations customer-supplier relationship Department of Energy Jeanette nyden Kaiser-Hill outcome contracting Rocky FlatsHave 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.

Are you worried about closing a commercially significant deal?

Nyden on Negotiation

Video coaching commercially significant del contract negotiations Jeanette nyden mentoring programs support your organizationAre you worried about closing a commercially significant deal? Then my coaching and mentoring programs might be the right fit to support your organization. If closing that deal and getting greater value is important to your organization, watch this video.

Buyers Do Not Really Want Innovation: They Want Significant Improvements.

Nyden on Negotiation

Words buyers challenge innovation negotiations significan imporvements suppliers transformationAsking your suppliers for innovation—or transformation—is a tall order and few suppliers accept the challenge. I think I know why. Innovation transforms something, whether a process or a machine. It is more than an incremental improvement—saving “fingers and toes” worth of time, effort or money. Innovation is, I believe, disruptive, as opposed to continuous improvements […].

Buyer 43

Podcast: Jeanette on Designing and Executing a Balanced Deal

Nyden on Negotiation

Podcasts balanced deal contract negotiations Jeanette nyden Philip Ideson podcast potential suppliers suppliersI interviewed with Philip Ideson recently on – Designing and Executing a Balanced Deal. If you haven’t had the opportunity to listen to that interview, you should check it out! We didn’t get to all of Philips’ questions so he invited me back to finish the conversation. In this podcast, we discuss the art of a balanced deal.

Managing the Rogue Stakeholder

Nyden on Negotiation

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

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 […].

When NOT to Negotiate

The Sales Heretic

Negotiation is an essential element of sales, not to mention other aspects of business. And yet, there are times when it’s in your best interest NOT to negotiate. Sales business closing negotiating negotiation professional speaker trust

5 Negotiation Mistakes to Avoid

Sales and Marketing Management

Author: Mike Schultz, President, RAIN Group Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner.even getting your kids to go to bed. Since negotiation is everywhere, so is negotiation advice.

The Most Successful Negotiation is The Negotiation That Isn't Needed

Understanding the Sales Force

Another thing that doesn't make any sense is the "Negotiate" step I see in the sales processes of most companies. Why are we negotiating? What are we negotiating? How are we negotiating? Dave Kurlan Consultative Selling sales process negotiating selling value