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7 Negotiation Mistakes That Can Sink Success!

7 Negotiation Mistakes That Can Sink Success!

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...
Can Your Team Stack Rank and Prioritize Tradeoffs?

Can Your Team Stack Rank and Prioritize Tradeoffs?

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...
Is Contract Drafting a Creative Writing Assignment? NO!

10 Common (an costly) Negotiation Mistakes

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...
Is a fixed fee a black box?

Is a fixed fee a black box?

During my mentoring, I was co-negotiation a 15 year contract. The 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. Watch the video and tell me what you think....