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Outsource magazine: thought-leadership and outsourcing strategy | May 29, 2017

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Negotiation

Of exit and Brexit

May 16, 2017 |

Outsourcing agreements come to an end, just as do some political treaties. What can those steering the perils of partition learn from each other?

There are few experiences as visceral as the turmoil of politics. As a British citizen, I … Read More

Unlocking the value of Accountable Care Organizations by choosing the right contractual approach

February 27, 2017 |

“There has got to be a better way!” That’s the common lament from all aspects of the healthcare industry from providers, payers, and patients alike when talking about the relationship between those three parties. It not unusual to hear complaints … Read More

Robert Kurzban: why everyone else is a hypocrite…

February 7, 2017 |

Robert Kurzban, Ph.D., an Associate Professor at the University of Pennsylvania in the Psychology Department, is a proponent of evolutionary psychology as a key to understanding human behaviour in all of its complexity.

It’s an intriguing subject, made even more … Read More

The silver bullet: trust in negotiations

January 18, 2017 |

Most businesses like to blame failed or protracted negotiations on an inability to reach agreement on the financials, contract terms, legal issues or some other business measure – but after 30 + years of contract negotiations experience, I’ve rarely seen … Read More

Q&A: Ed Hansen, Morgan Lewis

October 28, 2016 |

Ed Hansen is a Partner at Morgan Lewis, and one of the best-known lawyers in the international sourcing and outsourcing space (as well as an occasional contributor to Outsource). We caught up with Ed earlier this month at the SIG … Read More

The future is here now

October 26, 2016 |

The first driverless cars in the UK are now being tested on the streets. “Cognitive robot” Amelia is proving to be a more popular service interface with residents of the London Borough of Enfield than her human predecessors. Technology that … Read More

Asking the right questions

September 19, 2016 |

The formation of a good sourcing agreement relies on clear thinking and agreement between the parties on what is to be done, why and how. The market and technology are changing so rapidly that the next agreement is likely to … Read More

TOP TEN: Outsourcing Acronyms

September 5, 2016 |

Many, many moons ago we put out a call for outsourcing acronyms, humorous or otherwise, for a future Top Ten feature – and then, as submissions completely failed to flood in, we pretty much forgot about it and moved on. Until … Read More

Opportunism: the other side of trust (Part 2)

August 8, 2016 | 2

To read Part 1 of this article, click here.

Social Norms To Do Business By

Reciprocity obligates businesspeople to make fair and balanced exchanges. If one company accepts a business risk, the other must be prepared to do the same. … Read More

Horacio Falcao and the value of value negotiation

July 14, 2016 | 1

Professor Horacio Falcão, a Senior Affiliate Professor of Decision Sciences at INSEAD, warns companies should not start – nor necessarily end – on “price” when it comes to negotiations.

Falcão has written on the concept of value for several years … Read More

Brexit: a complex future for UK procurement and the supply chain

July 7, 2016 |

The result of the EU referendum will undoubtedly have a profound and long-lasting impact on the entire UK population and is likely to be something that is truly generational. Whether we voted for Remain or for Leave, however, Brits now … Read More

Is there really such a thing as a bad deal?

July 1, 2016 |

I can recall being on vacation in Hong Kong with my wife as we were walking through the famous shopping district in Mongkok. Here you can buy Class A imitation goods of leading brands at far lower prices than the … Read More

Three reasons end-of-contract decisions are getting harder

June 3, 2016 |

At the end of a contract term, buyers of outsourced services have several options. They can renew the agreement and sign on for more of the same, renegotiate terms, seek a new partner through a re-bid or take services back … Read More

Hunting unicorns: why clients need internal alignment before whipping their service providers

May 6, 2016 |

Something seems to be fundamentally broken in the outsourcing world.

The C-suite is not happy with their legacy service providers and 77% want a change, as demonstrated by HFS Research, while lower down the organisation only 27% of middle management … Read More

Beyond the traditional ZOPA: how to create value in complex deals

February 25, 2016 |

You’ve all been told that to create value in your negotiations and get the “best” deal for your organization you need to expand the pie, not just haggle over the limited and fixed number of pie pieces. But no one … Read More

Learn from others’ woes: commonly made outsourcing mistakes

October 6, 2015 |

Outsourcing has long been viewed as a legitimate and effective means of ensuring specialist service performance together with cost saving. However, by its very nature outsourcing introduces a level of risk to a customer’s organisation, which if not effectively managed … Read More