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?
This post gives feedback on the Harvard Negotiation Masterclass by The Program on Negotiation, a consortium project of universities (Harvard Law School, Harvard Business School and the Massachusetts Institute of Technology), probably the world’s most vibrant effort for reflection and training on negotiation. This negotiation masterclass clearly shows the importance, for a negotiator, to be conscious about the negotiation process, the situation of the counterpart and your own behavior.
This post contains a conversation with Jan Bouckaert, founder of AfiTaC, about innovative services around contracts: lowering hurdles, facilitating learning, establishing a collaborative environment and much more.
When you are stuck in those long negotiations, you need to chill out. What is your favorite “negotiation chill out music”? Here we have a look at how the relaxing sound and words of “Riders on the storm” from The Doors can help you.
Project teams, in general, and Contract Managers, in particular, often speak in a detached way about the contrat: “unfortunately, the contract says the following” as if it came from somewhere and was cast in stone. This posts reflects on the freedom and opportunity to change contracts.
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.