USD$85 / EUR€59.95

Almost 80% of CEOs say that their organization must get better at managing external relationships. According to The Economist, one of the major reasons why so many relationships end in disappointment is that most organizations 'are not very good at contracting'.

Packed with more than 600 pages of practical advice and insights, this ground-breaking title from leading authority IACCM (International Association for Contract and Commercial Management) represents the collective wisdom and experience of Contract, Legal and Commercial experts from some of the world's leading companies to define how to partner for performance. This practical guidance is designed to support practitioners through the contract lifecycle and to give both 'supply' and 'buy' perspectives, leading to a more consistent approach and language that supports greater efficiency and effectiveness. Within the five phases described in this book (Initiate, Bid, Development, Negotiate and Manage), readers will find invaluable guidance on the whole lifecycle with insights to finance, law and negotiation, together with dispute resolution, change control and risk management. This title is the official IACCM operational guidance and fully supports and aligns with the course modules for Certification.

For bulk orders of over 20 copies, please contact us as we may be able to offer a discount.

• Order through amazon.com (customers in the US & Canada)
• Order direct from the publisher (customers in EU/rest of world)
• View testimonials
• Download a free sample of the book

In their second book Gibbs and Humphries look at how the need for constant organisational improvements and the increase in partnering come together in what they describe as Collaborative Change.

This book describes the underlying concepts and models that can be applied, and critically draws heavily on personal experience to shed light on how effective change can be executed through high performing partnerships. This 'experience' is related in many case topical studies which include war-fighting in Iraq, team management on a husky sledge and operating global, virtual teams in the British Civil Service.

IACCM Members are eligible for a 15% discount - follow the link below and enter code HL2XSGZX for the discounted rate.

add to basket

This comprehensive guide takes you all the way from general strategies and principles - Latz's Five Golden Rules of Negotiation - to specific tips, techniques and even phrases you can use at the table.

Gain the Edge! will arm you with:

• Practical strategies to get information you need before you sit down at the table
• Tactics to maximize your leverage when seemingly powerless
• Secrets to success in emotionally charged negotiations
A step-by-step system to design the most effective offer-concession strategy
• Ways to deal with different personality types, ethics, and negotiation 'games'
• Specific advice on how to negotiate for your next salary, car or house
• Negotiating tips for other business and personal matters

This is not ivory tower advice but easy-to-use information that can be applied right away. Filled with clear, real-life examples and the latest research, Gain the Edge! is the up-to-date guide for anyone who negotiates in business, law or their personal life

 
USD$ 14.95
 

Companies such as Microsoft, Intel, UPS, and P&G are embracing Vested Outsourcing.

Vested Outsourcing's meteoric adoption in the business world led to the following questions Across many industries:

• How do you craft a Vested Outsourcing agreement based on the Five Rules?
• Where do we begin?
• Is there a template or roadmap you can give me for guidance and success?

This manual is your resource to answer those questions and help you create Vested agreements.

In The Vested Outsourcing Manual, Kate Vitasek and her co-authors have taken the Five Rules of Vested Outsourcing and developed the roadmap to creating a Vested Agreement through which each party has a vested interest in mutually-defined and desired outcomes.

If money is the lifeblood of business, contracts are the arteries that help carry it around the commercial body. Anyone in business is liable to have to deal with business contracts, but few are trained to do so. Even those that are trained may have experience in limited areas or in the distant past. But the right contract can make a vital difference, not just to recording and enforcing, if need be, the contract terms, but also in ensuring the agreement deals with the real issues and approaches them in a practical way. Finding help in this area is not easy, as the market tends to offer little between serious academic tomes on the one hand and student summaries geared to exams on the other. "Business Contracts Handbook" fills that gap, covering both the basics of contract law in an accessible style and using a thoroughly practical approach to understanding and negotiating the key terms in a business contract. If you have little prior knowledge, Charles Boundy's many years of experience in drafting and providing guidance on business agreements of all kinds will enable you to acquire a working background quickly. If you have years of experience you will still benefit from a checklist, a reminder of what is important and why, and an easy reference to up-to-date language and drafting - there is always more to learn.

Nice guys don't have to finish last!

Research reveals that more than 60 percent of managers and workers feel that they are 'too nice' in the workplace. While this may not sound like a serious problem, Nice Guy Syndrome is a destructive disorder that, if left unchecked, can derail any organization.

Nice guys are everywhere and do not fit neatly into any one category. They are men and women of all ages, races, education and income levels, with two things in common: a strong tendency to be overly nice combined with the ongoing frustration they experience when their niceness gets in the way of their business success.

The founders of Nice Guy Strategies teach that nice is not about being weak or soft. You can hang on to your morals, compassion, and sincerity and still get ahead. However, obtaining the necessary knowledge and skills it is easy to overcorrect and take on some of the behaviors of JERKS.

The good news is that the challenges faced by nice guys are surmountable. With a little guidance, they can learn to stick up for themselves, be more effective, and achieve more success.

Based on hundreds of interviews, Nice Guys Can Get the Corner Office gives the insights and stories from both ordinary nice guys and celebrity executives who have overcome their own Nice Guy Syndrome, such as Herb Kelleher of Southwestern Airlines, John Pepper of Disney and Procter & Gamble, Jon Luther of Dunkin' Brands, Sam DiPiazza of PricewaterhouseCoopers, and many more.

Whether you are male or female, white collar or blue collar, young or old, it's not easy to find a balance between too nice and not nice enough. Use the tools and secrets in this book to become the nice guy in the corner office.

Part of the SMARTnership(TM) Negotiation Series, this eBook focuses on the fundamental communication skills that every business professional needs to succeed. Whether you are meeting with prospective clients, working on a project team with coworkers, negotiating contract terms, or simply conversing over the water-cooler you need to be able to get your thoughts across and make a meaningful connection with your listener. This book shows you how to position yourself for success so that you get what you want out of your professional relationships.

This eBook shows you how to optimize the clarity and impact of your communication by creating congruency in your words, your tone, and your body language and then adjusting your delivery or your content to accommodate the listener’s preferred method of receiving information. By customizing what you are saying to the other person’s preferred style, you can quickly build rapport, establish trust and credibility, and enhance the clarity and persuasive value of your message.

The most successful businesspeople are self-aware enough to have an understanding of how they learn, process information, react to circumstances and how this knowledge shapes their ability to read and influence others. This book discusses a wide range of necessary skills such as:

• how to listen effectively
• how to engage your counterpart and build trust
• how to customize communication for individual preferences
• how to properly send and interpret body language signals
• how to establish rapport so that you are making the connection
• how to assert yourself so that you are decisive and confident

This eBook, part of the SMARTnership(TM) Negotiation Series, offers business people a refresher course on the basic skills of presenting from the podium. In the 21st century corporate climate presentation skills can make or break a career. Whether you are currently in a cubicle or the Board room, you must be able to communicate your ideas and make an emotional connection standing before a group of co-workers, prospects, financiers, or vendor partners. This eBook will enable you to give strong, effective, and impactful presentations so that you are getting the recognition you deserve and the results you want.

It has become mandatory for businesspeople to develop the ability to persuasively present their ideas, products and strategies and obtain the buy-in of an audience of decision makers. This eBook shows you how to gain the respect and attention of your audience so that you are confident, clear and credible. It addresses the vital skills of successful business speaking including:

• Delivering from the podium
• Reaching your audience
• Choosing the right presentation style
• Preparing to present
• Structuring your presentation
• Managing questions
• Using visual aids to strengthen your content

Preventive Law and Problem Solving: Lawyering for the Future is designed for four audiences. First, it introduces a broad, socially connected understanding of legal systems and legal thinking to students who are considering, or just beginning, law study. Second, for those who have completed their first year of training, the book reflects on the assumptions that underpin the legal methods they have been struggling to master. Third, for those interested in legal theory, the book describes and explains a new paradigm for legal thought. Finally, practicing lawyers are offered examples of using the preventive/ problem solving approach in contract formation, project management, general business representation, domestic violence, and health care delivery. Building on the author's long-standing interest in the complex relationships between problems and the procedures employed for their resolution, the book explores: how legal problems may be prevented; how lawyers may proactively assist clients in identifying and reaching their goals; the impacts of legal methods on the people involved in a dispute; and how law can be understood as one part of an elaborately intertwined system comprised of the problems that people bring to law; the methods available to address those problems; the skills that lawyers must employ to use those procedures effectively; the ethics with which they are expected to operate those procedures; the vision of truth that propels the system; and the broader human culture within which law, lawyers, and legal methods are shaped. About the author: Thomas D. Barton is the Louis and Hermione Brown Professor of Law at California Western School of Law in San Diego. He obtained his J.D. degree from Cornell Law School, and a Ph.D. in Law from Cambridge University, where he researched problem solving within common law adjudication. Professor Barton teaches courses in problem solving and prevention, Civil Procedure, Contracts, and various topics in law and society for undergraduates. He writes and speaks primarily on legal theory and Preventive Law, and coordinates the National Center for Preventive Law, found at www.preventivelawyer.com.

Not your average business self-help book, Impact! is a 'total person' development guide that says 'who you are impacts everything you do'. It doesn't focus on what's wrong with you but rather what's right with you so that you can turn your potential into performance. The secret to success and fulfillment-both professionally and personally-is that you should stop trying to 'fit in' and become what others want you to be; that you can become more productive, powerful, and passionate by becoming more of who you were meant to be instead. Why? Because no longer is there any separation between who you are and what you do!

With step-by-step strategies and smart insight, you will learn how to have significant positive impact in your life and in your career; you'll learn how to unlock your personal power; live your life with purpose; appreciate your family; identify your greatest gifts and talents; value your failures and learn from them; stand up for yourself; give yourself permission to stand out; and start to ask for what you want. Best of all, you will learn how to be seen, heard and celebrated for being authentic - for being exactly who you are.

• Serious advice for women who want to live passionate, successful, and happier lives at home and professionally
• Shows you how to re-engage with yourself, figure out what you want and why you want it, and take charge of your career and life
• Author Nancy Solomon is an expert in the field of personal development and human potential

The key to Impact! lies in knowing yourself intimately, leading your life from the inside out, and using your strengths to become happier and more fulfilled. Impact! shows you who you are, where you're going and how to get there. It also helps you to get out of your own way!

Gain a thorough understanding of the critical role of purchasing in the supply chain with one of today's leading-edge strategy and purchasing books--PURCHASING AND SUPPLY CHAIN MANAGEMENT, 5E. This turnkey solution provides current and complete coverage that makes it not only a useful book, but also a valuable professional reference tool. This edition presents the most recent critical developments in the field as well as the impact of the recent recession and ongoing business uncertainty on today's supply chain. This leading author team draws from firsthand experience and their relationships with executives and practitioners worldwide to present numerous cases, memorable examples, and unique insights that enable readers to better understand today's purchasing process.

About the Authors

Dr. Robert M. Monczka is Director, Strategic Sourcing and Supply Chain Strategy Research, The Center for Advanced Purchasing Studies (CAPS); Distinguished Research Professor of Supply Chain Management, The College of Business at Arizona State University(ASU) and a National Association of Purchasing Management (NAPM) Professor at ASU. Robert Handfield is the Bank of America University Distinguished Professor of Supply Chain Management, and the Director of the Supply Chain Resource Cooperate at North Carolina State University's Poole College of Management.

Supply Market Intelligence: A Managerial Handbook for Building Sourcing Strategies charts the course to success for executives who are seeking to lead their organizations to supply-chain maturity. This volume is intended for supply-chain executives who struggle with the challenges of an uncertain supply market environment and whose supply chain function is constantly buffeted by unexpected changes in customer requirements and commodity prices.

The author offers a more effective path, describing an integrated approach to supply chain management based upon solid market intelligence. This path is derived from the authors' multiple engagements with organizations such as Suncor Energy, Bank of America, Shell Oil, Honda of America, General Motors, Boston Scientific, Visteon, Federal Express, Sonoco, Duke Energy, Caterpillar, John Deere, GlaxoSmithKline, and many others. He emphasizes that the elements of a successful plan do not arise from a simple vision, instead they require much hard work and a focused approach backed by solid leadership.

This book begins by defining supply market intelligence and discussing opportunities, the establishment of a project team, and conducting an internal business intelligence assessment. The book then examines the development of business and market intelligence, supplier evaluations, and sourcing strategies. It also explores how to execute a sourcing strategy, manage a strategic supplier relationship, and redesign an organization for effective supply-chain intelligence and strategic sourcing. This volume offers a benchmarking maturity model tool that covers all facets of end-to-end supply-chain management.

Savvy managers no longer look at contracts and the law reactively but use them proactively to reduce their costs, minimize their risks, collaborate to innovate, protect intellectual property, and create value for their customers that is superior to the value offered by competitors. But to achieve competitive advantage managers need a plan. Proactive Law for Managers provides this plan. Equipped with the concepts in the book, managers can innovate in areas that are often neglected - and implement their ideas in a profitable manner. George Siedel and Helena Haapio first discuss the traditional, reactive approach used by many managers when confronted with the law then contrast it with a proactive approach that enables the law and your legal capabilities to be used to prevent problems, promote successful business, and achieve competitive advantage. "Proactive Law for Managers" deals with contracts and contracting, showing their profound impact on business strategy and how you as a manager can design your contracts and contracting processes so that they promote business success and prevent problems. The authors apply four steps to legal issues that relate to various stakeholders. Along with a focus on product liability, including hidden new product opportunities represented by this area of the law, they show how the Manager's Legal Plan enables you to secure access to key talent while avoiding employment pitfalls, how to deal with government regulations, and how intangible assets and intellectual property can be used to seize strategic control of innovations and sustainable strategic advantage. Given the importance of the law to the success of your company shouldn't you be reading Proactive Law for Managers?

A compilation of the proceedings from the IACCM Academic Forum 2011, including the following papers:

• Visualization: Seeing contracts for what they are, and what they could become
• Learning in evolving corporate models in the construction industry
• Contracting capabilities in management of the innovation networks
• Why a contracting party may be less cooperative after having suffered a loss
• Global Sales Law: an analysis of recent CISG precedents in US courts, 2004-2011
• Protecting networked innovations with contracts
• User-centered contract design: new directions in the quest for simpler contracting
• Public procurement as an instrument for driving regional innovation
• The role of proactive law for system level innovations

add to basket