How to Disagree

Negotiations, as Jim Camp says, “Start with No!”
No, means disagreement.
So if you’re going to disagree, you need to do it correctly (thanks to Paul Graham).
The Licensing Handbook Blog is the companion site to the Software Licensing Handbook. Covering a licensing topic every week, Jeffrey Gordon attempts to offer advice, add humor and sometimes even a [...]

Internal Relationships

I really love my business owners. They’re new to having a contracts person in-house, but they appear to understand my purpose and don’t make it too hard for me to implement proper contract management processes and procedures.
But it’s not something that has happened over night and it’s not something that transfers from one individual [...]

Contract Negotiation Technology

I’ve talked before about contract management systems. That’s probably the single biggest “new” technology in the last several years that assists us with our daily lives.
But there’s a more well-known, yet unsung, bit of technology that I use daily as well. Can you guess what it is? If you said a word processor, you’d be [...]

Quick Survey

I was talking with some folks today about Purchasing versus Contracting. I have worked in a lot of places and only one had a consolidated group (which, even then, was technically segregated). So, I’m interested in your feedback. Thank you!

(You must have flash installed to see this survey.)
The Licensing Handbook Blog [...]

Becoming a better negotiator

When I tell people that I’m a professional negotiator, most simply cock their heads to the side - a little wide-eyed. Sorta’ like the way my dog does when I say something a little odd. But after the initial shock, they usually come at me with a slew of questions about the job… [...]

Price Control

Ever felt like you had no negotiation power when it comes to price? How would you like to have enough power to not only affect the price of A vendor, but ALL vendors?
Well, there’s at least one buyer. Wal-Mart. Their purchasing power is the stuff legends are made of… and here they [...]

Case Study: Audit

[We're going to try something new today. If you've done a case study before, you'll recognize the format... if not, it's not rocket science. The following is a story about a completely fabricated (but possible) situation. There is no end. It's up to you to evaluate and make suggestions. In [...]

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