This article looks at two types of behavior that companies are faced with, big, medium or small, regarding their power to negotiate their contracts. We named these attitudes “too big to fail” or “fail to be big”. But, in the end, the (big or small) titanic is at risk of sinking…
Almost the first question that could be asked when talking about business projects, in general, and construction projects, in particular, would be “What is the expected time for completion”. Time is one of the most important factors when dealing with contracts. Completing the work within the time limit is a […]
Today, we are talking about using a combination of online/virtual and face-to-face negotiation meetings during complex contract negotiations in the project businesses (construction projects, power projects, oil & gas or water). But, you can definitely extrapolate the findings here below to other negotiations. Currently, negotiators are talking a lot about […]
For whom? Junior Contract Managers Project managers / Project Directors Commercial & Sales Professionals Supply Chain / Procurement Professionals Contract Professionals Commercial and Operational Leader Issue at stake To acquire the full set of skills & tools to become immediately effective as Contract Manager on projects. Prerequisites There is no […]
Within negotiation teams, we often hear the statement that “the other party is unreasonable”. Is this: an unfortunate reality in business negotiations as counterparts often are unreasonable? a statement just-to-let-off-steam while, in the reality, you do understand your counterpart? a good portion of skepticism around the intentions of your counterpart […]
Introduction At end of March 2020, we launched a FIDIC survey through AfiTaC’s website and LinkedIn and want to share the results with you. This was in the framework of Hemant Sharma’s MBA thesis at one of the world’s top 100 business schools, GEM – Grenoble Ecole de Management. The […]
The contract management function is gaining ground in many fields, including construction and civil engineering. This article has kindly been made available to the readers of this blog by Carlos Álvarez Frade. It makes reference to the Spanish situation but is easily transposable to the worldwide trend. Introduction I’ll start […]
This article about mediation in the Construction Industry (applied also to the Middle East) has been kindly made available by Rafat Isweilih to the readers of this blog. Rafat Isweilih BSc. CE, MCIArb, RICS Accredited Mediator, Commercial & Contracts Manager Introduction Whilst the construction industry worldwide is plagued by disputes, construction […]
Introduction Can we learn anything about negotiation with E. Macron? It is not easy to get examples of negotiation processes. There are several reasons for this: Commercial negotiations are confidential. Participants will rarely or never share their content with outsiders. I would have loved to have recordings of all the […]
I recently attended a live concert of Sting in Grenoble, France. Until that moment, I had forgotten his song “Russians”. Bombastic, clearly from another time, perfectly echoing the Cold War tensions. Listen to the text! I suddenly realized that Sting was singing an important lesson about negotiation. A lesson, still […]