Contract Management Negotiations

173: Lessons Learned in Contract Negotiations from a Trial Lawyer, Mediator and Contract Coach w/ Jeanette Nyden

I’m joined today by Jeanette Nyden.  Jeanette is a well renowned contracts and negotiations specialist, who approaches her work with a focus on building win-win, sustainable, agreements. In fact, Jeanette was a co-author with Kate Vitasek and David Frydlinger of Getting to We: Negotiating Agreements for Highly Collaborative Relationships.  Today’s podcast is the first of a two-part series that I am recording with Jeanette that will deep dive into negotiating balanced deals.

Jeanette has a fascinating background – including as a trial lawyer and professional mediator – that she applies to her work. Today, we focused on the role of procurement as the facilitator, and how Jeanette’s applies her learnings as a lawyer and mediator to pre-negotiation preparation and developing the persuasive arguments that are necessary to secure complex, yet balanced, deals.

“Negotiators will develop the big strategy. We need the best possible price and the best possible delivery and the best possible quality. But what people are not doing is developing the strategy for the individual meetings and calls that matter. So, the three-hour call to discuss certain provisions. They don’t have that strategy. They don’t have the strategy to how to kick off the negotiations when everyone may be meeting for the first time in coming into the room.” – Jeanette Nyden

Links and Resources:

About the author

Philip Ideson

Philip Ideson is passionate about the role that procurement professionals and leaders can plan in creating competitive advantage for their organizations in ways that go beyond the traditional value proposition.

Philip founded Art of Procurement as a way for the procurement community to learn from each other, increasing the impact they have on their organizations. In 2017, he co-founded Palambridge, a virtual platform of procurement experts, technology, and intelligence. Palambridge provides a broad range of flexible procurement solutions, available on-demand.

Prior to Art of Procurement and Palambridge, Philip enjoyed a career that spanned the procurement value chain, working across three continents for organizations such as Accenture, Procurian, Ally Financial, Pfizer and Ford Motor Company.