Classic negotiation approaches encourage organizations to use their power in order to 'win' in negotiations. Many Procurement professionals are taught that power shifts once the contract is signed – so to grab as much 'value' as possible during the pre-award phase.
As a result, many companiesdon't realize is that the use power to achieve goals can easily undermine the effectiveness of negotiations and puts the outcome at risk. You might "win" at the negotiations table - but wind up loosing in the long term as your opponent figures out how to game the system and recoup losses (a supplier who does not get the price they want can easily make it up on change orders).
This expert call brings together 3 experts to discuss the challenge of negotiating successful contracts and relationships where winning is defined not by what you extract during the negotiations, but by what both parties build in terms of improved outcomes and competitive advantage.
Our Experts:
Edward Hansen (co-chair of Baker & McKenzie's North American Sourcing Practice)
Mr. Hansen has nearly two decades of experience representing clients in information technology and business process outsourcing transactions. Working with clients and their advisors from the early stages of transactions, his practice focuses on transformational technology enabled transactions.
Mr. Hansen has been recognized as a leading outsourcing lawyer by Chambers Global, Chambers USA and Legal 500 USA, and was named one of the key "innovators and influencers" who will drive change in the business technology sector by InformationWeek.
Jeanette Nyden JD (educator, speaker and author)
Jeanette Nyden, J.D., a recognized negotiation expert, is an educator, speaker and author of Negotiation Rules! A Practical Approach to Big Deal Negotiations, and co-author of The Vested Outsourcing Manual: A Guide to Creating Successful Business and Outsourcing Agreements. Nyden is program faculty at University of Tennessee Center for Executive Education and can be reached at jnyden@utk.edu.