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Negotiating Value in a Price-Only World Part 2

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...
Drafting a Gainshare Framework: Use this Checklist

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...
Negotiating Value in a Price-Only World Part 1

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...
How Good Are Your Negotiators at Making Tradeoffs?

How Good Are Your Negotiators at Making Tradeoffs?

Imagine a mid-level manager 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...