In essence, normative leverage transforms the negotiation process from a transactional exchange to a collaborative partnership. By aligning values, understanding shared interests, and leveraging performance data, contract professionals can draft contracts that go...
Risk Management Goals: Minimizing, Monitoring, and Controlling Risk Minimize or mitigate risk means finding ways to reduce, the impact or loss of a risk. Efforts to minimize the risk are performed before the risk is realized whereas mitigations take place afterward in...
“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...
Master the use of normative leverage. Normative leverage is the skillful use of common standards, social norms, and shared interests to create an argument to gain an advantage or protect a position an organization has taken. When using normative leverage, contract...
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...
The goal of a governance structure To design and institutionalize an effective, collaborative governance structure to deliver strategic insight. (Institutionalize, means have a system in place that works even though key individuals leave the organization, and even if...
