Relational Contracting: Overcoming the Paradox

It’s not too late to escape the contracting paradox! Click To Tweet Wait! What is that you ask? The latest white paper from the University of Tennessee, the International Association for Contract and Commercial Management (IACCM) and Lindahl Law Firm explains why relational contracting is necessary to get past this paradox. What exactly is the […]

Avoid the Risk-Shift Game

Among the tried and true contract negotiation strategies, shifting risk is probably among the most ubiquitous and actively used—and best-rewarded when successfully accomplished. Risk shifting is one of the most annoying and short-sighted power ploys Click To Tweet , mainly because it typically happens after you have a “deal.” Have you ever heard this: “Great! I’ll take it. How about […]

Supply Chain Brain — June 2014

Why Suppliers and Buyers Need a New Approach to Pricing By: Robert J. Bowman, SupplyChainBrain June 20, 2014 Podcast/interview with Kate Vitasek Here’s the link: http://www.supplychainbrain.com/content/single-article-page/article/why-suppliers-and-buyers-need-a-new-approach-to-pricing/

Getting What You Pay For

Whether you’re at the shopping mall or negotiating a contract, there’s no truer saying than “you get what you pay for.” But even more important are some related questions, like “Do you really know what you are paying for?” and “Do you know why and how you are paying for what you are getting?” That’s […]