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Super Powerful Negotiation Tip

Super Powerful Negotiation Tip

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...
Contract Negotiators Need an Enhanced Skill Set

Contract Negotiators Need an Enhanced Skill Set

Keld Jensen, one of the leading authors on negotiating partnerships said this: “Poor negotiations skills are probably the biggest single cause of major costs and lost opportunities to any organization. And what is more –most companies do not even see it!” The problem,...
Getting to We: Negotiating Agreements

Getting to We: Negotiating Agreements

It’s time for a new approach and mindset for contract negotiations—time to leave the me-first, I-win-you-lose strategy and replace it with a highly collaborative approach when structuring partnerships. What if the agreement you negotiated was more than just a...
What’s in Your Contract?

What’s in Your Contract?

It’s 5:30 pm. Your biggest client, ABC Co., just sent you an email requesting a proposal cutting prices by 5% for the remainder of 2010. ABC Co. would like your company’s revised pricing schedule by the end of the week. You think to yourself, “Now what?” In a rocky...