Overview of the contract management lifecyclc A structured approach - Negotiate fase
3 important questions on Overview of the contract management lifecyclc A structured approach - Negotiate fase
What covers the negotiation phase?
- Understanding the objectives of negotiation
- Selecting appropriate approaches to negotiation (win-win, win-lose)
- Applying appropriate negotiation styles (principled, positional)
- Applying negotiation techniques
- Closing the deal
What Questions to ask during the Negotiate phase ?
- Do we understand our negotiation position?
- Do we understand the other party's negotiation position?
- Have we got the right negotiation strategy to achieve our goals?
- Is this strategy compatible with the way negotiations will actually be conducted-for example, face to face or through virtual meetings
- Can we reach agreement on fundamental issues such as:
Testing and acceptance criteria
Ownership of assets such as intellectual property
Managing inevitable changes
Resolving disputes
Contingencies and risks
- When do our obligations to each other end?
What should be known when planning the negotiation?
What must be achieved to consider the transaction to be a success.
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