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Jeanette Nyden

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Jeanette Nyden is the author of three books including Getting to We: Negotiating Agreements for Highly Collaborative Relationships and Negotiation Rules! A Practical Guide to Big Deal Negotiations. Ms. Nyden works with executives to maximise key customer-supplier relationships by providing tactical, customised contract negotiation training and coaching from the planning phase through to execution.

From this author

Aug 08, 2016    1

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. If one company commits to invest time and money in an important project, the other must...

Aug 01, 2016    0

We often hear stories of business relationships that appeared strong suddenly turning sour. These relationships may even have existed for some time. So what is going on? It is likely acts of opportunism.

Here’s an example. A client of mine awarded a multimillion-dollar, multi-year deal to the lowest bidder. The bid was characterised as “too good to be true”; and, indeed it was too good to be true. Over 18 months, the supplier has run over budget, been late on...