Contracting Excellence Journal

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Imagine trying to resolve an inaccurate pricing decision by a contracting officer -- like the cost of steel in a shipbuilding contract – a decision that is stalling the contracting process and putting the business at risk.  What would you do?

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Western negotiators like to start a business deal with a test transaction to build trust.  Asians like to build trust first, and then start transacting.  Both sides want to end up in the same place – with a cordial, profitable relationship – but our different approaches make that goal difficult to reach. 

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Is a great deal a good idea?

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Negotiation – the art of reaching an agreement – is challenging to say the least.  But without a well-planned approach plus a clear understanding of the terms or clauses you typically negotiate, you face defeat.  Would you like to prevent this and get it right?

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EDITOR’S NOTE: This article is an excerpt from the book authored by Paul Humbert titled, How to Analyze and Negotiate Warranties for Goods and Services. Paul outlines questions you need to ask during contract negotiations. 

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Contract negotiation by e-mail – quick, easy and cheap. Or is it? Tiffany Kemp reveals why what we gain from cost-effective e-communications could be costing us more than we think.

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Is your contracting playbook an information manual or a dynamic tool that can evaluate negotiation options?

New decision support technology I am developing can turn your playbook into a tool that can help parties reach a “best possible” collaborative agreement. Here is a more in-depth look at how it works. 


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