Tag Archives: negotiation

Harvard Negotiation Masterclass, some feedback.

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.

Talking about contract management, what are the latest evolutions and how can AfiTaC support?

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.

Contract Risk Scoring, how can it help you in your decision process?

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, when and how to propose them in contract negotiations? 7 questions answered.

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.