What’s In Your Contract was published in the National Association of Women Business Owners (NAWBO) magazine. Read the article here.

I was interviewed and quoted in The Wall Street Journal — Negotiating for More.

I am collaborating with Bonnie Keith, owner of The Forefront Group. Ms. Keith has more than 25 years as a senior purchasing management for GE and PepsiCo, to name just two of her former employers. Ms. Keith told me that neither she, nor her employees, would suggest a through contract review. She would certainly welcome the opportunity if the supplier suggested it!    

Nancy Nardin: Where do you think most sellers stumble when it comes to negotiation?

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Rod Collins promises to shake things up! This former health care CEO has a message for management. You’d better start sharing knowledge or you risk losing your competitive advantage. Rod has a terrific blend of business savvy and interpersonal skills. He believes in people’s ability to think through situations as long as 1) they are given a chance and 2) they are given a little guidance. Learn more about Rod and his Wiki-Management theories. He is someone to keep your eye on! I am honored to count him as a friend and fellow collaboration junkie.

This is a great article about the myths companies tell themselves about why they won’t initiate sustainable business practices. http://www.greenbiz.com/blog/2009/11/23/8-myths-about-sustainability-business I also just picked up Necessary Revolution from the Seattle Public Library. I am particularly interested in the author’s views on collaboration.

This is a terrific blog post about Vested Outsourcing. From a negotiation point of view, working on agreements that focus on the outcome and not the tasks, and focusing on the total value and not the price per widget will be a challenge. It will take a paradigm shift. I know Ms Vitasek personally and she is up to the challenge. And, so am I. Read more here:  http://gtbp.org/index.php?option=com_content&task=view&id=68&Itemid=1 

You submitted your proposal and you’d love to discuss their counteroffer in-person or even on the phone, but this negotiation is going to take place through email. Every word you write is critical. 50% of email negotiations end without reaching a deal…make sure yours gets done!

Jeanette Nyden, author of “Negotiation Rules,” and Dr. Julie Miller, author of “Business Writing That Counts,” help professionals effectively negotiate through email. In this webinar, they teach you the strategy and tactics you need to effectively resolve your email negotiation. They’ll provide you with the tools you need to deliver the right message during every step of the email negotiation process.

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Terry called me to ask my advice about a contract re-negotiation. He was facing a company that had changed its management recently. The company took a take-it or leave-it attitude with Terry and unilaterally reduced his contract. Allegedly, they needed to maintain profitability. What do you do in a take-it or leave-it atmosphere?

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I was introduced to Transition Towns in Seattle recently. This is a very thought provoking article on this green initiative.

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