I thought Getting Past No was very good as well as Getting to Yes.
All the best
• Vaisala Inc.
Balkan Odyssey by David Owen. Terrific example of failed negotiation, which we can learn from as well.
Jennifer - The Magic Pudding by Norman Lindsay is always a good one for relationships and negotiation. For example, when Bunyip Bluegum met Bill Barnacle and Sam Sawnoff eating from the Magic Pudding and asked 'Pardon me,' he said, raising his hat, 'but am I right in
supposing that this is a steak-and-kidney pudding?' 'At present it is,' said Bill Barnacle. 'It smells delightful,' said Bunyip Bluegum...Bunyip Bluegum was too much of a gentleman to invite himself to lunch, but he said carelessly, 'Am I right in supposing that there are onions in this pudding?' Before Bill could reply, a thick, angry voice came out of the pudding, saying-
'Onions, bunions, corns and crabs,
Whiskers, wheels and hansom cabs,
Beef and bottles, beer and bones,
Give him a feed and end his groans.'
'Albert, Albert,' said Bill to the Puddin', 'where's your manners?' 'Where's yours?' said the Puddin' rudely, 'guzzling away there, and never so much as offering this stranger a slice.' 'There you are,' said Bill. 'There's nothing this Puddin' enjoys more than offering slices of himself to strangers.'
'How very polite of him,' said Bunyip, but the Puddin' replied loudly- 'Politeness be sugared, politeness be hanged, Politeness be jumbled and tumbled and banged. It's simply a matter of putting on pace. Politeness has nothing to do with the case.' Negotiation is equally about how we share the pudding and generating pace in pursuit of our objectives, and never just about politeness.
Phyllis we are delighted to know that you enjoyed Rod and Melissa's webinar. I hope that you are also enjoying the first of IACCM's TASK Topics which is all about Remote Work Environment and Balance. There are lots of resources available, podcasts and talks with people sharing their stories and expertise as well as training programs and coaching opportunities to help our members navigate their way through the coming months as we emerge from the immediate crisis.www.iaccm.com/task/remote-work-environment-balance/
Greetings, thanks for the question. I look forward to the responses from other practitioners in this space too. In the meantime, I suggest you take a look at our contract standards clause library here: www.contractstandards.com/public/contracts/statement-of-work. While this provides a framework, the key is in the level of detail that you apply to the "Supplier Tasks and Responsibilities" section - the detail required is application-specific, so there are no hard and fast rules. I have used detailed project plans and, in some instances, references to operational collateral (handbooks, processes, and procedures, referenced but not included) to get to the level of detail necessary to define what is required. This works fine for transactional engagements but cannot cope with more complex requirements - where there is uncertainty in delivery or deliverable (or both!). Then, you'll need an agile approach to the SOW. Hope that helps.
You are right that Cloud contracting is still in an emergent state. For anyone who is either offering or considering buying such services, you will find IACCM's research report on 'as-a-Service' contracting is helpful; it includes a set of principles to support negotiation or assessment of the more contentious / complicated terms. See www.iaccm.com/resources/
Hi Emilee - that's an awesome outcome. Can I ask if you've got positive feedback from suppliers as well as internal stakeholders ? Also, given that you've achieved this, what's your next challenge - making the RFP process easier for them,, reverse auctions for your tangible products ?