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About the Class

This webinar is part of the 12-week master course teaching leaders to master the skills to successfully negotiate complex commercial contracts with nuance, accuracy, and confidence. 

Competencies Addressed: This is a competency-based program. The competencies addressed are:

  • Leverage pre-bid cost/benefit analysis during the negotiations.
  • Leverage knowledge about contractual elements and pricing types to maximize the financial benefit to your organization.
  • Make effective tradeoffs and still meet your organization’s needs.

Learning Objectives: 

  1. Haggling vs. Negotiating 
  2. The Value in Negotiating a “Win/Win? Price
  3. Plotting Distributive Negotiations (Price Only) 
  4. Plotting Integrative Negotiations (Price and TCs)
  5. Making Effective Tradeoffs
  6. When an Organization Cannot Make Tradeoffs

What is included in this webinar:

  • Webinar Bundle: Chapters 8 and 9 Mastering Price Negotiations and Making Effective Tradeoffs 
  • The Contract Professional's Playbook Chapter 8:  How do I master price negotiations to preserve value? PDF
  • The Contract Professional's Playbook Chapter 9:  How do I effectively make tradeoffs in complex negotiations? PDF
  • The Contract Professional's Playbook Table of Contents and Table of Tools PDF
  • Tradeoff Matrix Tool PDF
  • Terms Matrix Tool PDF
  • Lawrence Kane and Jeanette Nyden pre-recorded Q and A Session

Author

Jeanette Nyden

Negotiation expert training leaders to negotiate complex contracts with nuance, accuracy and confidence.
Since 2003, I’ve been helping contract professionals master the contracting life-cycle from drafting and negotiation to contract management by providing a range of online and in-person training programs. I have a valuable skill set that most organizations desperately need. I am a lawyer who understands business operation needs to form a high...

School

Diana Eschevarria's School

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What's Included

Language: English
Level: Intermediate
Skills: Enhanced Drafting Accuracy, Enhanced Negotiation Confidence, Enhanced Negotiation Skills
Age groups: 18-65 years
Duration: 1 hour 25 minutes
1 Video
1 Audio File
6 Documents
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