This posts shows that you can learn about win-win negotation from kids during holidays … and especially what you should not do to avoid spoiling the deal.
On the road to achieving your company’s outcomes, some hurdles have to be taken. Contract Risk Scoring tools are there to identify the commercial & contractual hurdles that may stop you from achieving your outcomes. They allow you to take consistent decisions: Go/No Go decisions, mitigation actions, acceptable liability levels, provisions, margin levels etc. Please read this post for more details.
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.
Contract Risk Scoring is a hot topic. IACCM is actively promoting it. But, as this subject is quite new for many of us, we’ll all have a couple of questions. Here below we provide the answers to the most asked questions on the topic.
IACCM, the International Association for Contract & Commercial Management, is promoting that we would start risk scoring our contract portfolio. With TRaCRs, the Tender Risk and Contract Review system, AfiTaC has developed a free tool for contract scoring. This tool will rate your contract on 20 different subjects. Contract scoring will contribute to your objective to negotiate and execute balanced contracts.
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.
The easiest way to finish early is to start early. In practice, starting early requires a Limited Notice to Proceed (LNTP) agreement. This article describes the win-win outcomes brought by starting early which include risk reduction, smoother project start-up and cost savings.
This is a case study of a multicultural negotiation for a privately developed concession to build and operate a hydro-power plant during 30 years. The discussions came to a win-win subject: the specific advantages for each of the stakeholders brought by early generation. This created a positive atmosphere during the negotiations based on trust, respect, transparency and pro-activity. This atmosphere was also beneficial to resolve other subjects that were not themselves win-win situations.
You have read books, articles, blogs on contract negotiation. Or, even better, you did a real training programme. All have praised the importance of win-win negotiations. There you find yourself in your next tough negotiation. All the discussions are on limits of liability, caps for liquidated damages, rights to terminate the contract etc. Subjects where a bit more protection for one party automatically means a bit less for the other party. You hesitate. Are those articles or training courses not realistic, not worth your time & money?
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.