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The perils of fighting on two fronts at once: why stakeholder management is critical to negotiation success - IACCM Europe Conference 2019

Negotiation with customers and suppliers can be tough. But often, we find negotiating internally is even harder. And trying to do both at once? That way, madness lies! In this interactive and challenging session, you'll reconsider how you approach the nuts and bolts of getting deals done in and by your business. Whether you're at the front-end of sell-side or buy-side contract negotiation, or a long-term contract manager, this session will deliver valuable and practical insights into how you can drive negotiations that increase the success of your commercial relationships.


IACCM Negotiation Masterclass Program Introduction: All You Need to Know

IACCM has partnered with Keld Jensen to incorporate the award-winning NegoEconomics model and SMARTnership negotiation techniques in a new online training program, Negotiation Master Class. IACCM members can now complement the negotiation training provided in the IACCM Contract & Commercial Management Certification Program with this new series.


Accidental Adversaries - Transforming the hidden causes of conflict in strategic collaborations.

Inside every company, people work across functions to meet their own goals and their firm's priorities. But relationships that start out well often become adversarial over time. Transform the hidden causes of conflict in strategic collaborations.


Better Procurement: Platform vs. Panel

The use of 'supplier panels' is relatively widespread in modern procurement, especially in categories such as professional services. The concept behind them is that they bring greater speed and efficiency to supplier selection and - in theory - reduce costs. In practice, some argue, they undermine value, stifle innovation, threaten integrity and more likely increase costs.


Automating trust with new technologies

How much does trust cost your company? The OECD estimates that US$461 billion worth of counterfeit goods are sold annually. That's 2.5 percent of global trade. In other words, one out of 40 items on the global marketplace is a fake. If you're heading a company, one of your responsibilities is to make sure that none of those fake items ends up as a part in your products or, even worse, in the market with your company's name on it. Prevention typically requires big spending on duplicative testing, manual auditing, reconciliation, legal fees, insurance, and more.


Source Code Escrow Type Protection for non-software

I am brainstorming ideas for a supplier contract where I want to ensure the technology and services to be provided by the supplier for resale to our end-customer over a long term contract do not disappear, either through supplier insolvency or acquisition. If this were a software deal, I'd ask for source code escrow from the supplier. What would an equivalent level of protection be for a hardware/services solution?

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