Negotiation Coach on Call Posts


How to react when a supplier pushes back against audit rights?
Your Millennial workers are not ready. Are you prepping them?
Even though you are using a template (contract) – how do you ensure you account for complex scope?
New joint relationship management thinking builds a more cooperative, collaborative working relationship, versus traditional agreements that shift risk, and use governance to monitor and penalize
Recently I received this email from a coaching client, who is a contract administrator on the buy-side. His concerns and my advice are applicable to sales-side contracting too.How do I intelligently bring the contracto...
This past summer, I co-negotiated a complex supplier agreement. Like many of you who’ve rushed the deal over the finish line, my colleague literally got the signature the late afternoon of the last day of the month—approximately 2 hours before our...
Managing the Rogue Stakeholder
Published: 2016-09-27
 A stakeholder said in front of the supplier during negotiations, “What the hell does ‘G.S.’ (V.P. of Sourcing) have to do with my deal!?” My coaching client and I had to regain control of the conversation immediately. In this article I’l...
 My client was preparing to make a counteroffer to a vendor asking them to reduce their price, when an announcement to close a division of my client's organization was made public.  The closure...
Recently, a newer employee working in supply chain at a public utility asked me the following:"What is the difference between a Total Cost of Ownership and Total Supplier Spend? We need to cut costs next year and there is a line in the s...
A couple of years ago my clients started asking me, "Do you follow up with my people after training to check for their understanding of our Terms & Conditions or do I?" Today, (not in years past) I say we both should. My efforts alone are not en...
A recent Deloitte survey* indicates 62% of CPOs don't believe their teams have the right negotiation skills. Can your team stack rank and prioritize tradeoffs? If not, their negotiations are costing your business serious money. Our new colum...