Nyden on Negotiation

Monitor Risk Using a Risk Register

Nyden on Negotiation

contract management contract negotiations negotiation skills negotiations risk management contract mitigating risk Monitoring riskRisk Management Goals: Minimizing, Monitoring, and Controlling Risk.

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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. When negotiators understand some shared interest, they can leverage a shared interest into performance. Master the use of normative leverage.

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

Nyden on Negotiation

Unfortunately for those expanding their contracting skillset to include complex relationships, there is no one right way to develop, negotiate, and manage them. “The contracting world you work in is undergoing dramatic change.

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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.

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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.

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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.

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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.

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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.

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Contract Professionals Need Facilitation Skills!

Nyden on Negotiation

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

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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.

Risk Quick Analysis

Nyden on Negotiation

best practices Business Relationships contract management contract negotiations customer relationship risk management compliance language contract negotiation contract professionals corporate policy risk assessment standard contract

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Customers Lose Value from Poor Contract Management

Nyden on Negotiation

Business Relationships contract management account manager business relationships contract lifecycle contract negotiations contracts dispute resolutionSorry folks, but it is TRUE.

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Designing Complex Governance Structures

Nyden on Negotiation

Business Relationships contract management contract negotiations customer relationship negotiations collaborative governance structure governance structure Jeanette nyden strategic insight supplier relationshipThe goal of a governance structure.

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5 Tips for Contract Management Success

Nyden on Negotiation

contract management litigation negotiations scope of workContracts 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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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.

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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.

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Avoiding Strategic Drift

Nyden on Negotiation

Business Relationships contract management contract negotiations negotiations stakeholders customer-supplier relationship Jeanette nyden strategic drift strategic priotities successful relationshipStrategic drift.

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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

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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

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Fixed Pricing #2: Competitive Modeling

Nyden on Negotiation

Armed with better financial data, the parties can have robust discussions during bid evaluation and negotiation. If you or your team members want to master price negotiations, consider buying a copy of The Contract Professional’s Playbook available on Amazon. Savvy buyers.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

52

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

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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.

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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.”.

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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 […].

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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 […].

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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 […].

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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.

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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.

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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

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