Network Leads

Group Charter: 

The purpose of the Negotiation Network is to grow the knowledge and performance of its members by providing insights to best practices, emerging practices and new trends in negotiations. Members will participate in open discussions and draw/share from knowledge and ideas that are current and relevant.

The objectives will be met by sharing ideas, discussing challenges, exploring new directions and, where appropriate, initiating research or inviting experts to present on key topics related to negotiations.

Meetings will be virtual (by phone or webinar) unless in specific cases there is an agreed wish to have physical meetings or workshops to develop specific initiatives.


Group Mission/Vision:

Provide fellow members with insights to best practices, emerging practices and new trends in negotiations in order to provide their companies with the most value possible.


Network Updates

Ask the Expert: Value First Then Price - Quantifying Value in Business to Business Markets from BOTH a Buyer and Sellers Perspective

Both buyers and sellers should buy and sell based on the incremental value and profit impact they deliver.


reasonable day rates for freelance Contract Mgr in Germany

Hi all, I am in discussion with a small (20 Persons) and highly specialized, high tech start-up (Management-buy-out) a Telco-offspin active in the aerospace industry. We talk about a part-time engagement, max 5-10h per week what is the bandwith of reasonable hourly rates / day rates for an experienced Contract Mgr in Germany? any idea, hint, own experience in other fields? would appreciate to hear what you think.


Uncapped limitation of liability

I work with a Company that supplies products and services (medical equipment, chemicals, diagnostic solutions, procurement management for life science companies etc) to both private parties and government entities. Our company standard is to cap limitation of liability based on estimated annual revenue from a particular customer contract. However, the Company has carved out exceptions to certain low value contracts and to contracts with state and federal entities to allow an unlimited cap on liability. While this seems like a practical approach, I am not too sure if this is the best approach as I see the risk/reward to be disproportionate. i.e. large value deals have a cap while small value deals can expose the company to an unlimited liability. Do any of you follow a similar approach within your organisation? What risk do you see if we are to continue with this approach since the third party liability cannot be capped anyways and circumstances where the company may be exposed to liability is limited. Thank you


Currency illiquidity: Navigating Africa's Markets

Investment into Africa shows no signs of abating. Yet with 44 currencies serving the region - many of which are rarely traded on the global markets - currency illiquidity remains the biggest obstacle for both the region's treasurers and for investors looking to engage in Africa. This - combined with reduced access to cross-border payments infrastructure - is limiting Africa's intra-regional trade, which is underweight despite its great potential to drive economic development on the continent. David Bee, Head of Global Markets at Crown Agents Bank, considers the options available to overcome these final barriers to growth.


The Power of Intent Workshop - IACCM APAC Conference 2019

This fascinating workshop will explore the power of intent in influencing your performance at the negotiation table. Setting the right intention before entering a negotiation is a powerful way to influence yourself and others, from your non-verbal signals and sense of calm, through to your ability to see the real problems that need to be solved. Through practical exercises, this workshop will help you dig deeper into the real value you are bringing to the table, and show how to translate this into an intention or purpose that will have a powerful impact on how you negotiate.


Contract Agreement

We are in a debate within the organization that I work for and that is - whether it is a good (or best) practice to always execute a Contract Agreement (signed by both parties) while concluding a tendering/RFP process irrespective of the value of the Contract. As per our present practice, system generated Purchase orders are issued for material supply agreements (irrespective of value) and Contract Agreements are executed only for service agreements beyond a certain threshold value. I believe some of you must be experiencing similar practice (and thus may be having similar question) in your respective organizations. Looking forward to having your views on the subject. Best regards, Pallab Mukherjee


Requests to sign NDA as is

In this day and age when NDAs are required before the bidding process starts, is it common to come across companies who demand/request that an NDA be signed as is and that no changes to the NDA are allowed? Is it common in these cases to make a business decision to do so--to accept the risks? Trying to gauge how common this occurrence is and what others typically do.


Precedence of Contract documents

Can anyone confirm if the order of precedence stated below is correct Letter of Acceptance Tender Particular condition of Contract General Condition of Contract Specifications Drawings Priced Bill of quantities Other relevant documents or reference material forming part of the contract



Bid Bond (Tender Bond) submission is one of the main requirements for most types of tenders, to assure the real interest of the bidders to participate on that bid. We seek to get the best practice and to share your experience for the below aspects related to the Bid Bond: - Amount of the Bid Bond (%)(For Turnkey projects also, for frame , unit rate scope ) - Time of verifying the Bid Bond, (With technical opening or with Commercial opening or when?) - How do you think about fixing a certain exact amount of BB for each Project; regardless of the bidders offers value. - Regarding the time of releasing the Bid Bonds for the winning bidders(After signing LOI/LOA/ Contract, after getting the Performance Bond, after expiry of the Contract, or When?) - Best practice for BB validity(6 month, 1 year, or open renewable).

Network Members