“While early career practitioners may understand the value of drafting, negotiating, and managing exceptional contracts, they often struggle to master the requisite skills. This comprehensive manual helps structure the negotiation process, thereby minimizing the perilous process of trial-and-error, expediting competency with leading practices and tools that can help reduce risk and speed outcomes for both buy-side and sell-side alike.” — Gregg Kirchhoefer, P.C., IAOP Leadership Hall of Fame Member, Kirkland &amp; Ellis LLPEver increasing demand for performance- and outcome-based agreements stems from pressure for enterprises to drive greater value from their strategic customer/supplier relationships. To achieve expected performance, contractual relationships are increasingly complex and interdependent, requiring more stakeholders be involved in the decision making. Unfortunately for contract professionals held accountable to these requirements there has been little in the way of resources that answer their “how to” questions about drafting, negotiating, and managing performance- and outcome-based agreements. Until now! The Contract Professional’s Playbook (and corresponding eLearning program) walks subject matter experts who may be new to complex contracting step-by-step through all aspects of the contract life cycle. Invaluable competencies include identifying and managing risk, increasing influence with stakeholders, developing pricing models, negotiating complex deals, and governing customer-supplier relationships to avoid value leakage in the midst of constant change. It’s an invaluable resource that raises the bar for buy-side and sell-side practitioners alike.

The Contract Professional's Playbook: The Definitive Guide to Maximizing through Master of Performance- and Outcome-Based Contracting

Business & Money

Kane, Lawrence A.

Nyden, Jeanette

Management & Leadership

Ingram Spark

Are you getting results the results you deserve at the bargaining table? You deserve a great deal but you will have to negotiate for it. Big deal negotiators know the rules to winning great deals without sacrificing their bottom-line. They know how to: 
<ul>
<li>Uncover hidden agendas</li>
<li>Effectively negotiate price </li>
<li>Demand and define tradeoffs </li>
<li>Use influence to their advantage </li>
<li>Manage power imbalances </li>
</ul>
You can too. Negotiation Rules! is packed with dozens of relevant and practical techniques that will help you successfully negotiate your next big deal. 
You can't play the game if you don't know the rules!" - Professor G. Richard Shell, author of Bargaining for Advantage and The Art of Woo
I know from experience that the concepts and techniques in Negotiation Rules! work. - MaryPat Theiler Cheng, Vice President, Netstar Communications, Inc.
Grab this book before your competitors do! - Lee B. Salz, CEO of Business Expert Webinars and author of the award-winning book Soar despite Your Dodo Sales Manager
Negotiation Rules! should be on every Sales Professional's reading list. By following the approach in this book you will close BIGGER deals, create happier customers, and ultimately bring home a bigger paycheck. - Jeb Blount, author of Power Principles and Sales Guy's 7 Rules for Outselling the Recession

Negotiation Rules: A Practical Guide to Big Deal Negotiation

Sales Gravy Press

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