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My Negotiation Pet Peeves

Open display of animosity between negotiators   Lack of understanding of what the other side needs Incomplete and/or wrong data Poor follow up on questions, solutions or methods Business as usual responses to questions Hide serious problems that you know will surface...

Contract Negotiators Need an Enhanced Skill Set

Keld Jensen, one of the leading authors on negotiating partnerships said this: “Poor negotiations skills are probably the biggest single cause of major costs and lost opportunities to any organization. And what is more –most companies do not even see it!” The problem,...

Getting to We: Negotiating Agreements

It’s time for a new approach and mindset for contract negotiations—time to leave the me-first, I-win-you-lose strategy and replace it with a highly collaborative approach when structuring partnerships. What if the agreement you negotiated was more than just a...

Are You Negotiating Value?

Traditionally, buying companies seek to limit their risk exposure by diversifying their vendor pool. But if all vendors in an industry face the same challenge to keep costs in check, for example rising wages, it is time to do something differently. The answers lay in...