Are you worried about closing a commercially significant deal?

Are 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.

Podcast: Jeanette on The Essentials of Successful Negotiating

I interviewed with Philip Ideson recently on – The Essentials of Successful Negotiating. 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 […]

Negotiating Value in a Price-Only World Part 2

Federal Government Negotiates and Gets Value Today, Rocky Flats is a National Wildlife Refuge. It 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 […]

Drafting a Gainshare Framework: Use this Checklist

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 […]

Negotiating Value in a Price-Only World Part 1

Every customer wants value, and every supplier says that they provide value. 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. But, most […]

Podcast: Jeanette on The Essentials of Successful Negotiating

Just how do you make a deal, anyway? The ability to negotiate should be part of our nature. After all, deal making is as old as humanity itself. But the rules for a successful negotiation are anything but innate, especially in the age of globalization and technological upheaval. Nevertheless, businesses and individuals alike need to […]

Rethinking Supplier Pricing: Target Price or Test Balloon?

My client was preparing to make a counteroffer to a vendor asking them to reduce their price, when an announcement to close a division of my client’s organization was made public.  The closure impacts the vendor’s relationship with the organization, but doesn’t eliminate the relationship. My client’s line-of-business stakeholders are demanding price reductions, but at […]

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

Asking 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 […]

Managing the Rogue Stakeholder

A stakeholder said in front of the supplier during negotiations, “What the hell does ‘G.S.’ (V.P. of 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

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 […]