by Jeanette Nyden | Sep 20, 2021 | contract negotiations
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...
by Jeanette Nyden | Aug 20, 2021 | contract management
Contracts are a framework to dictate performance, not a framework for litigation. “Standard Terms and Conditions” are often misunderstood or flat out ignored. Project plans are not perfect and must be updated as changes occur. But, acceptance criteria should never...
by Jeanette Nyden | Mar 23, 2021 | Business Relationships, contract negotiations
I’ve been asked many times, “What should I do if I’m less powerful than my counterpart?” Power plays an important role in throughout the entire contract life cycle. As it relates to the contract professional, power is your ability to alter other people’s...
by Jeanette Nyden | Nov 13, 2019 | Words
Imagine a mid-level manger 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 said the...
by Jeanette Nyden | Jan 11, 2018 | Business Relationships, Buyers, Innovations
Asking your suppliers for innovation—or transformation—is a tall order and few suppliers accept the challenge. I think I know why. Innovation transforms something, whether a process or a machine. It is more than an incremental improvement—saving “fingers and toes”...
