For whom The sales team, working in an international context Project managers Supply Chain / Procurement professionals Contract professionals The commercial and operational management Issue at stake Acquire the fundamentals of international contract negotiation Obtain true contract negotiation skills thanks to this training Prerequisites This training does not require any […]
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In this post we will describe how important perception in contract negotiations actually is: How are you perceived by your counterpart during contract negotiations? How impacting is that perception? Is it enough to “have it right” and then spend time arguing about it? “It is the taste in the mouth […]
In spite of common belief, negotiation skills are not a natural gift but a result of practice, self-conscientiousness and training. Ideally, you first get a general negotiation training, making you familiar with the general principles and fundamentals. Then, you improve on particular issues for your specific context with masterclass training […]
At AfiTaC, we believe Contract Management and Risk Management are nothing unless they are accompanied by professional negotiation to achieve results. Our Blog on Contract Negotiation can help you achieve your targets. About AfiTaC AfiTaC.com is the blog on commercial and contractual subjects for the Project Businesses (Construction, Infrastructure, Oil & Gas, Power & […]
The Rolling Stones are going to give us a little lesson about contract negotiation with their song “You Can’t Always Get What You Want”.
In this post we reflect on building the ideal contract negotiation team: What should be its composition and size? What practical rules and roles for each member of your contract negotiation team? And, what behavior to expect from the team?
Package deals are a powerful approach to resolve, in one go, a substantial number of issues during a contract negotiation. They are a “must have” in the toolbox of an efficient negotiator. In the post here below, we have analysed some important aspects around initiative, timing and presentation of such deals.
Maybe even more than taking advice on what we should do, as negotiators, we need to be aware of what we should not do. This post provides you with 5 “don’ts” that are pretty straightforward. Staying away from these is a necessity to remain a credible and successful negotiator.
No doubt, we would all want to hear that, after a long day of negotiations, the best is to go out, eat some delicious food and have some beers in a bar because you deserved it. Negotiation is a challenge that can be compared to professional sports. It requires anticipation, recuperation, communication and these things take a bit of your precious time. This article provides 6 essential things to do after the formal meetings.