IACCM Council Representatives
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Group Charter: 

The purpose of the Negotiation Community 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

What books on Negotiation have your found useful?

I studied Getting to YES by Roger Fisher and William L. Ury when doing my Master's - time for an update. What have you found useful recently? Here is a list compiled by Keld Jensen, Author of Honest Negotiation. - Negotiation Genius - Deepak Malhotra, Max H. Bazerman - CHEAP, the real cost of living in Low Price Low Wage World - David Bosshart - The Real Trump Deal - Marty Latz - Beyond Reason - Roger Fisher and Daniel Shapiro - Truth and Lies - Mark Bowden and Tracy Thomson (see LinkedIn Post https://www.linkedin.com/feed/update/urn:li:activity:6680714023589302272/)



We received an RFQ from a potential Client for the provision of technical services on a medium-term basis ; the Client is asking a proposal indicating all the major costs elements for us and our markup, to sum up a total unit rate (different items are involved, similar structure). They are a major international industrial Group, we know their commercial approach will not be collaborative. We are not comfortable in providing our costs structure and markup, so ultimately our margin. I am looking for a way for a soft refusal, but we want to quote. Did you have a similar experience? Any advice? Thanks!


Change Management - Absence of a clause to time bound negotiations on Work Orders

Is there a risk in a change Management clause drafting for IT Service Provider/ Supplier, if the scope does not explicitly mention the number of days in which parties would respond and finalize the change order.


Changing T&Cs When Provided Agreement for Signature

I have received an agreement for execution from a consultant on behalf of the owner. During the tender phase, a link to predetermined terms and conditions was provided. There was no addendum during the tender to change the terms and conditions. Upon receipt of the agreement, the consultant stated in the Articles of Agreement that the T&Cs in the tender are not valid and to use a new set of T&Cs. I advised the consultant that this is a material change from what we bid and their response was that we have worked under these T&Cs on other projects (we have not.) This is in Canada. I've stated we are evaluating impacts but suspect they will push back. Has anyone experienced a consultant doing this and how was it handled?


Principles of Negotiating

I recently completed an Advanced Masterclass over a 3 day period on Advanced Negotiating Skills with a global expert, Looking back on my notes and comparing to the above concise article covering the basics of negotiating and some of the fundamental principles and negotiating tactics they are very much aligned. The above basically summarises neatly the learnings from the masterclass- well summarised! the only extra achieved in myu opinion was the Role Plays to demonstrate and improve tactics.


Thought Leadership: Negotiating in an age of Coronavirus: the practicalities

In addition to the Thought Leadership discussion, Susie Maloney also shares her insights as guest expert speaker in the Managing Contracts Virtually training program that IACCM offers. If you want to know how to negotiate virtually during the COVID-19 lock-down and get a better outcome, this is a "must-listen-to" recording. Tips like reading and interpreting the other parties' signals (choice of wording in emails, their body language during virtual calls, etc.) are very helpful. This message is definitely going into my bookmark collection.

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