by Jeanette Nyden | Sep 20, 2021 | contract negotiations
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. When using normative leverage, contract...
by Jeanette Nyden | Sep 13, 2021 | best practices, Business Relationships, negotiations
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...
by Jeanette Nyden | Sep 6, 2021 | Business Relationships, contract management
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. Buying companies tend to overlook the...
by Jeanette Nyden | Aug 20, 2021 | contract management
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. But, acceptance criteria should never...
by Jeanette Nyden | Jul 8, 2021 | best practices, Business Relationships, contract management, contract negotiations, customer relationship, risk management
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...
