How much money is your company losing due to poor contracting practices? According to the most recent IACCM study, companies loose on average 9.2% of all annual deal revenue because of 10 common pitfalls. That's nearly 10% annually! No company wants to lose that much per annum.\r
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Fortunately, your company can avoid many (if not all) of these pitfalls and significantly reduce value erosion. Jeanette Nyden, co-author of Getting to We: Negotiating Agreements for Highly Collaborative Relationships will discuss several strategies companies can use to address these pitfalls. Drawing on her own personal experiences negotiating a range of deals and in studying some of the world's most successful customer-supplier relationships, Ms. Nyden will offer practical examples of how to:\r
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Gain clarity on scope of work and goals\r
Choose a negotiation style, strategy and tactics to support a more streamlined process\r
Shift the conversation from allocating risk to mitigating risk\r
Build flexibility in to your relationship\r
Design a robust governance process
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