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Negotiation

Ronald Dworkin: Trust and Treating Each Other as Equals

Posted: 12/22/2017 - 05:08

This month’s column features big thinker Ronald Dworkin. I like Dworkin because he tackles and integrates major ideas in ethics, morality, equality, justice and the “unity of value.” One of his most famous of many books is entitled Justice for Hedgehogs

Don’t let the humorous book title fool you; there’s no question that Dworkin is a heavyweight. Dworkin is a Professor of Philosophy and the Frank Henry Sommer Professor of Law at New York University and Emeritus Professor of Jurisprudence at University College London. 

The Value Of Unproductivity

Posted: 12/14/2017 - 06:07

In ‘The Fog’ ("Mad Men" Season 5, Episode 3), SCDP’s creative director, Don Draper, delivers a memorable line for today’s procurement managers and professionals. After being endlessly nagged over the waste of office supplies, alcohol and time by the company's CFO, Lane Price, Draper levels this profound declaration: 

"You came here because we do this better than you. And part of that is letting our creatives be unproductive until they are." 

Avery W. Katz: Dealing with the Incomplete Contract

Posted: 11/04/2017 - 03:14

Avery W. Katz, professor of law at Columbia Law School, tackles the conundrum of “incomplete” contracts. The challenge? How organizations can fashion a contract that is both economically flexible enough for a business relationship to move forward efficiently and legally secure enough to satisfy the parties’ legal departments.

Of exit and Brexit

Posted: 05/17/2017 - 05:19

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 have taken my part and cast my vote on 23rd June, 2016. The comparison of events since with recently managed outsourcing exits is the source of inspiration for this article.

Know The Rules

The silver bullet: trust in negotiations

Posted: 01/19/2017 - 00:25

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 a deal lost on these items. Negotiations are far more likely to falter due to lack of trust, or due to a weak relationship amongst the parties.

The future is here now

Posted: 10/27/2016 - 00:03

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 was once the preserve of science fiction is now becoming a daily reality. The future is here, ahead of time.

Horacio Falcao and the value of value negotiation

Posted: 07/15/2016 - 02:12

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 and his work includes the 2010 book Value Negotiation: How to Finally Get the Win-Win Right.

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

Posted: 07/08/2016 - 02:19

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 have to assess where we are and how we maintain our position in the global economy.

Is there really such a thing as a bad deal?

Posted: 07/01/2016 - 19:50

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 real brand and few would ever know the difference. Or, if you are like me, you will negotiate (aka: haggle) for an even better price. As I plied my finely honed negotiating skills on the unsuspecting merchants, the price kept getting lower and lower. My wife would say, “Stop, stop already” and she would eventually walk away in embarrassment.

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