To further my commitment to enhancing customer/supplier relationships, one contract at a time, I have devoted my career to researching and writing about how to improve one’s negotiation skills. Each of these books addresses topics to help supply chain professionals negotiate high-performing, collaborative contracts.
Each is available for purchase at various online retailers. Check them out on Amazon.
The Contract Professional’s Playbook: The Definitive Guide to Maximizing through Master of Performance- and Outcome-Based Contracting
Co-author Lawrence A. Kane, COP-GOV
“It [The Contract Professional’s Playbook] really is a brilliant textbook! Murray Trueman”
The Contract Professional’s Playbook (and corresponding eLearning program) walks subject matter experts who may be new to complex contracting step-by-step through all aspects of the contract life cycle. Invaluable competencies include identifying and managing risk, increasing influence with stakeholders, developing pricing models, negotiating complex deals, and governing customer-supplier relationships to avoid value leakage in the midst of constant change. It’s an invaluable resource that raises the bar for buy-side and sell-side practitioners alike.
Getting to We: Negotiating Agreements for Highly Collaborative Relationships
Co-authors Kate Vitasek and David Frydingler
This book best demonstrates my personal philosophy in negotiating high performing, highly collaborative customer/supplier agreements.
“Drawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem.”
The Vested Outsourcing Manual: A Guide to Creating Successful Business and Outsourcing Agreements
Co-authors Kate Vitasek, Jacqui Crawford and Katherine Kawamoto
“In this must-have guide for creating and implementing successful outsourcing processes and partnerships, the authors drive the principles of Vested Outsourcing beyond theory into practice. From shared vision, desired outcomes to win-win and long-term success the manual will help managers build an agreement vested in each other’s success.”
This is a manual and as such we designed it to be used as a guide to negotiate very complex customer/supplier agreements that drive value for both the customer and the supplier using a WIIFWe mindset.
Negotiation Rules! A Practical Approach to Big Deal Negotiations
Are you getting results the results you deserve at the bargaining table? You deserve a great deal, but you will have to negotiate for it. Big deal negotiators know the rules to winning great deals without sacrificing their bottom line. They know how to:
- Uncover hidden agendas
- Effectively negotiate price
- Demand and define tradeoffs
- Use influence to their advantage
- Manage power imbalances
You can too. Negotiation Rules! is packed with dozens of relevant and practical techniques that will help you successfully negotiate your next big deal.