by Jeanette Nyden | Mar 30, 2021 | Business Relationships, contract management, contract negotiations, risk management
Customer/Supplier Relationships Each customer/supplier relationship will require its own level of contract management correlating to the level of interdependence and complexity. The contract professional’s goal will be to easily identify the appropriate level of...
by Jeanette Nyden | Mar 23, 2021 | Business Relationships, contract negotiations
I’ve been asked many times, “What should I do if I’m less powerful than my counterpart?” Power plays an important role in throughout the entire contract life cycle. As it relates to the contract professional, power is your ability to alter other people’s...
by Jeanette Nyden | Oct 27, 2020 | Business Relationships, performance measures, Words
There are two reasons why performance measures don’t guarantee performance. In this article, I offer a solution to developing performance measures that actually drive performance. Click here to read the first and second articles discussing the two reasons. In this...
by Jeanette Nyden | Oct 20, 2020 | Business Relationships, performance measures, Words
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...
by Jeanette Nyden | Oct 12, 2020 | Business Relationships, Words
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. What follows is an excerpt...
by Jeanette Nyden | Oct 6, 2020 | Business Relationships, Trust, Words
Trust is the core quality of any collaborative partnership. Companies with high degrees of trust can spend their energies leveraging each other’s core strengths and creating value, rather than on compliance, enforcement, or worse, fighting metaphorical fires as a...
by Jeanette Nyden | Mar 12, 2020 | Words
Raise your hand if you can handle one more thing on your plate right now. No one can. It seems like everyone spends their time putting out one fire after another. Today more than ever before, negotiations happen in pieces and on the fly. You might quickly shoot off an...
by Jeanette Nyden | Mar 11, 2020 | Words
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...
by Jeanette Nyden | Nov 13, 2019 | Words
Imagine 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...
by Jeanette Nyden | Feb 13, 2019 | Podcasts
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...
