“The contracting world you work in is undergoing dramatic change. While the price was once the primary desired outcome in deals, customers today are demanding outcomes like innovation and digital transformation in addition to value and performance. Deals are being...
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...
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...
Seven business men and women gathered recently in Seattle over an early morning breakfast to discuss negotiation best practices. Over the course of two hours they discussed a wide variety of negotiations that they had been a part of over the years. The seven best...
Boy am I hopping mad! If you were here with me you would see the steam coming out from my ears! It is 4 pm Sunday afternoon and I was comfortably reading the Sunday New York Times Week in Review when I came across a blurb about Senator McCain chiding the Clinton...
f Step One: Restate their words exactly as they said them It seems to me that you are saying . . . What I hear is . . . . Step Two: Ask clarifying questions What is your greatest concern here today? What bothers you the most about that suggestion? What about that is...