Shows
Sales ReinventedCollaborative Negotiation: Strategies and Tactics for Success with Jeanette NydenIn this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals. Whether you're negotiating with customers, suppliers, or partners, Jeanette’s approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to nav...2025-04-0924 min
Negotiations Ninja PodcastJeanette Nyden Uncomplicates Scope of Work, Throwback, Ep # 432Scope of work clauses aren’t technically complex or complicated. But they’re where people repeatedly make mistakes. Jeanette starts by making sure the business objective is clear, creates good acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her counterparts. Jeanette uncomplicates scope of work clauses in this throwback episode of Negotiations Ninja. 2024-02-0831 min
Elite Publishing with Melanie Johnson and Jenn FosterUnveiling Success: Jeanette Nyden's Journey from Attorney to AuthorJoin us on "The Elite Publishing Podcast" for an exclusive interview with Jeanette Nyden, a distinguished attorney and author who has not only written four impactful books but has also seamlessly integrated her legal expertise into her business endeavors. Discover how Jeanette's books have become instrumental tools, empowering her to connect with clients, stand out in her field, and excel in the intricate world of contract negotiations. Tune in now to gain inspiration from Jeanette Nyden's incredible story and learn how she leveraged the power of words to enhance her professional journey.2023-10-1812 minNegotiations Ninja PodcastIP Clauses Simplified with Jeanette Nyden and Lawrence KaneIntellectual property is an asset. It can be a trademark, trade secrets, copyrights, patents, and more. Whoever designed—or developed—these assets are protected through intellectual property law. So how do contract professionals need to navigate IP clauses to protect these assets? Jeanette Nyden and Lawrence Kane break it down in this throwback episode of Negotiations Ninja! 2023-10-0537 minNegotiations Ninja PodcastCalculating the Value of Liquidated Damages, Throwback with Jeanette NydenHow do you calculate the value of liquidated damages? What do you ask for? How do you know what something is worth? According to contract expert Jeanette Nyden, “If you don’t have a good risk analysis or cost analysts on the customer side, then you use formulas.” Jeanette shares what this could look like in this throwback episode of Negotiations Ninja! 2023-08-3124 minNegotiations Ninja PodcastHow to Navigate Indemnity Clauses, Throwback with Jeanette NydenWhat is an indemnity clause? Why do companies have indemnity clauses? What do contract professionals need to be aware of? Jeanette Nyden has spent the last 18+ years teaching people how to negotiate the word of complex contract negotiations. She shares how you can navigate indemnity clauses in this throwback episode of Negotiations Ninja! https://negotiations.ninja/podcast/understanding-indemnities-with-jeanette-nyden-ep-270/ 2023-08-1732 min
Elite Expert Insider PodcastNavigating Complex Contracts for Optimal Outcomes with Jeanette NydenJenn Foster and Melanie Johnson co-owners of Elite Online Publishing, interview Jeanette Nyden an experienced lawyer and negotiator. In this episode, they discuss contract negotiation, providing valuable insights and practical tips to help listeners secure the best deals and navigate complex pricing mechanisms. What You’ll Learn In This Episode: How to negotiate contracts. How to identify risk. How to do a tradeoff. Quotes: "The problem is that, you know, sales service providers, they want time and materials cuz they're not a hundred percent sure what's going on, what they're gonna meet when the...2023-07-0317 minNegotiations Ninja PodcastThe Limitation of Liability Clause Simplified, Throwback with Jeanette Nyden, Ep #362Why does the limitation of liability clause exist? How does it work? Is there a way you can simplify the process of building it out in the negotiation? Contract and negotiation expert Jeanette Nyden shares her extensive knowledge of limitation of liability clauses in this throwback episode of the Negotiations Ninja podcast!2023-05-2535 min
Lead Like a WomanYou Do YouJeanette Nyden is a contract negotiations expert, lawyer, and professor. Since 2003, she has been helping buy and sell-side professionals master the contracting lifecycle, from drafting and negotiating to contract management. Her legal expertise spans over 25 years, during which she established herself as an authority in the contracts and bankruptcy niche. As an Adjunct Professor at Seattle University, Jeanette teaches negotiation courses to undergraduate and graduate students in the business school. She is also the co-author of The Contract Professional's Playbook, Getting to We, The Vested Outsourcing Manual, and Negotiation Rules. In this episode… Ca...2023-05-2534 min
Nyden on Negotiations PodcastProcurement Insiders Explain How Supplier Proposals Are ScoredHave you ever wondered how procurement scores supplier proposals? Well, here is your chance. Listen to two procurement insiders talk about how they score supplier proposals to determine which supplier is awarded the contract.2023-05-0811 minNegotiations Ninja PodcastContract Redlining Etiquette with Nada AlnajafiHow do you use a contract to drive negotiations forward? How can redlines help you save time? What is the importance of internal alignment to contract negotiation? I had an incredible discussion with Nada Alnajafi about contract redlining etiquette in this episode of Negotiations Ninja. Nada has been practicing law for over 12 years and is currently corporate counsel for Franklin Templeton. Nada recently wrote “Contract Redlining Etiquette,” which focuses on using smarter redlining practices to drive contract negotiation forward. This is a book all contract professionals need to read. She covers some important concepts from her book in th...2023-04-0328 min
Nyden on Negotiations PodcastPeople Negotiating with AI: Good, Bad, Ugly?? with Antonio ANCORDAHave you ever considered in your wildest dreams that you would be negotiating with Artificial Intelligence? Is that better than people who are irrational and emotional? To negotiate with AI or not to negotiate with AI. THAT was the question. I discussed this issue with Antonio ANCORA on November's Lunch & Learn. If you missed the Lunch & Learn no worries, I have you covered! Here is the replay of our conversation.2022-12-1349 min
Nyden on Negotiations PodcastContract Negotiator's Toolbox: Advanced Governance MechanismsThis is the last webinar in the Contract Negotiator's Toolbox and we will discuss Advanced governance mechanisms that are appropriate for highly interdependent customer/supplier relationships such as outsourcing agreements. In this recorded live webinar I cover: 1. Why establish level 3 governance 2. Examples and best practices in developing level 3 governance 3. How to move to a level 5 governance mechanismTo learn more visit https://jnyden.comMore resources: 3 Critical Tools For The Contract Negotiator's Toolbox https://www.jnyden.com/NegotiatorToolboxTo watch the full video with examples of the tools mentioned https://youtu.be...2022-12-0625 min
Contract HeroesTraining the Next Generation of Contract Professionals - Jeanette NydenIn this installment of Contract Heroes, we had the chance to chat with author and commercial contracting expert, Jeanette Nyden. Jeanette has written 4 books sharing her expertise in the contracting field and currently provides a range of online and in-person training programs to help contract professionals master the ins and outs of contract management.2022-11-1735 minNegotiations Ninja PodcastHow to Avoid Errors in the “Scope of Work” Clause per Jeanette Nyden“Scope of work” clauses may not be complex, but they are often misunderstood in a contract. It’s where I see the most mistakes and opportunities for future conflict. That’s why Jeanette Nyden is back! In this episode of Negotiations Ninja we talk about how to negotiate scopes of work correctly, the common screw-ups that we see, AND what to do about them. Don’t miss it! Disclaimer: I am not a lawyer. This episode is for informational purposes only and does not constitute legal advice. Seek proper legal counsel if needed. Outline of This Episode [2...2022-11-0731 minNyden on Negotiations PodcastContract Negotiator's Toolbox: KPIs and Metrics WebinarThis is the second webinar in this series and we will discuss developing SLAs that deliver performance to developing a joint scorecard. A joint scorecard measures both the customer’s and the supplier’s performance in a highly collaborative relationship, such as a Vested agreement. Specifically, I cover: 1. Why SLAs fail to deliver performance 2. Best practices for developing SLAs that deliver performance 3. Developing a joint scorecard To learn more visit https://jnyden.comMore resources: 3 Critical Tools For The Contract Negotiator's Toolbox https://www.jnyden.com/NegotiatorToolboxIf you want to watch th...2022-11-0128 minNyden on Negotiations PodcastContract Negotiator's Toolbox: Total Cost Of Ownership WebinarThis is the first webinar in the Contract Negotiator's Toolbox and we will discuss the Total Cost Of Ownership Webinar and how to lead a team to perform a more complex cost of ownership analysis.Why do a Total Cost of Ownership AnalysisWhat do I mean by a TCO AnalysisWhat are the elements usedTo learn more visit https://jnyden.comMore resources: 3 Critical Tools For The Contract Negotiator's Toolbox https://www.jnyden.com/NegotiatorToolboxWatch the full video with examples of the tools mentioned https://youtu.be/PTKlXbXiEPE2022-10-1128 minNegotiations Ninja PodcastNegotiating Intellectual Property Clauses with Jeanette Nyden + Lawrence Kane, Ep #289There’s no beating around the bush—intellectual property clauses are complicated. They’re even more complex to negotiate. How do you decide who owns what when hiring someone to create something for you? How contract professionals should approach negotiating intellectual property clauses is a tough conversation that Jeanette Nyden and Lawrence Kane happily tackle in this episode of Negotiations Ninja. If you’re ready for a deep dive into the nuances of IP clauses, give this episode a listen. DISCLAIMER: Always be sure to seek qualified legal counsel. This episode is purely for informational purposes. Outline...2022-05-0939 min
Nyden on Negotiations PodcastWriting Contracts In Plain EnglishWriting contracts in plain English—simple terms that have the same definition across many contract users contained in short easy to read sentences—is within your reach. Milva Finnegan answers common questions people have when seeking to simplify their contracts and introduces her new book User-centered design: A key to contract simplification in this podcast. Listen discusses some “terrible ideas” in contract design that we should avoid and some practical tips to start simplifying your contracts.Milva, originally from Finland, has spent the past 20 years working for large US-based companies involved in financial planning & analysis, contract management, internat...2022-02-2158 min
Art of SupplyCollaborating with Suppliers Through Challenging TimesCollaborating with suppliers isn't easy - and it doesn't always come naturally either. One silver lining to the last 18 months is that there are plenty of opportunities to work together, whether procurement is helping suppliers or vice versa. If done right, those opportunities will become relationships that offer significant value for both parties well into the future. In this episode of Dial P for Procurement, Lori B. Chennault, Jeanette Nyden, and Kurt Albertson examine the process of collaborating with suppliers ‘under pressure’ from three different perspectives: head of procurement at a large enterprise, contract negotiation expert, and indust...2022-02-111h 01Negotiations Ninja PodcastDissecting the Liquidated Damages Clause with Jeanette NydenWelcome back to the informal series on commonly disputed legal clauses (from a procurement perspective). Today, Jeanette Nyden returns to talk about liquidated damages. Jeanette will help us bridge the legal world and the commercial world. Liquidated damages are more on the commercial side of legal language. What are liquidated damages? How does the clause work? How do you calculate the value of liquidated damages? Listen to this episode for the need-to-know details. NOTE: This is NOT legal advice. For adequate legal advice, please seek out adequate legal counsel—inside or outside your organization. Outline of T...2022-01-3126 minNegotiations Ninja PodcastUnderstanding Indemnities with Jeanette NydenJeanette Nyden has spent 18 years teaching people how to negotiate complex contracts. It’s where her passion for making boilerplate language accessible for the contract professional has come from. She wants contract professionals to understand what lawyers are trying to do so they can help internal stakeholders understand the risk profile and create effective indemnity clauses. Outline of This Episode [0:37] Learn more about Jeanette Nyden [3:50] The definition of indemnity, defend, and hold harmless [9:29] Why do companies have indemnity clauses? [13:56] Injuries to person, property, or “other interests” [18:19] How third-party indemnity ties-in [25:12] Why you NEED to create a risk pro...2021-12-1333 min
Nyden on Negotiations PodcastHEY Next Gen Leaders! Are You Ready to Lead? With Laurie NicolsAre you wanting to take on a leadership role in your career? Or, is your organization asking you to lead? Do you think that being a boss makes you a leader? These questions and much more are discussed in this podcast with succession planning coach Laurie Nichols. Laurie and I call out to all next gen leaders to think about the challenges and opportunities they face to prepare for a leadership role. Laurie discusses: The importance of the right mindset to lead, How essential personal accountability is for individuals seeking to develop their leadership skill set, and Defining “succes...2021-11-0528 min
Nyden on Negotiations Podcast3 Best Practices to Leverage Milestone Payments, Liquidated Damages and Bonuses With Lawrence A. KaneIn this podcast with Lawrence A. Kane, we will discuss best practices to leverage milestone payments, liquidated damages and bonuses. All three of these contract tools have to be manageable and meaningful, and need to have a strategy to drive value to the customer/supplier relationship. Listen as we discuss these aspects of these three best practices: (1) Linking milestone payments to the SOW deliverables, (2) Avoiding unbalanced pricing, and (3) Using liquidated damages and bonuses, along with milestone payments, to drive supplier performance. Lawrence A Kane was inducted into the Sourcing Industry Group (SIG) Sourcing Supernova Hall of Fame i...2021-10-2525 minNegotiations Ninja PodcastNavigating the Limitation of Liability ClauseHow do you think about risk? What about mitigation and controls? What are the operational requirements necessary to carry out proper limitations of liability? One of the biggest issues I see is that commercial negotiation professionals don’t understand the fundamentals of where to start with limitations of liability. And determining the proper limitation of liability clause can be daunting. In this episode of Negotiations Ninja, Jeanette Nyden—contract professional and negotiation expert—walks through the concepts with me and shares three simple questions that can simplify the entire process. 2021-09-2036 min
Nyden on Negotiations PodcastWhen suppliers get caught in customer’s drama get unstuck with Carol BowserWhen suppliers get caught in customer’s drama.... (sigh). When I see it happening, it is usually at post-award at QBRs etc. I metaphorically envision the supplier’s clothing getting caught in the customer’s moving gears – their approval process, their lack of an approval process, their culture, or political infighting. I recently witnessed one such episode and felt compassion for the supplier. I called my colleague Carol Bowser for advice. Carol is a former employment lawyer who provides workplace conflict management training and mediation services. She is one of the top 30 people to follow-on conflict management on Linked In, and...2021-06-0918 minNegotiations Ninja PodcastThrowback Thursday with Jeanette Nyden and Lawrence KaneJeanette Nyden and Lawrence Kane are the authors of “The Contract Professional’s Playbook,” geared toward helping procurement professionals perfect their craft. In this throwback episode, they share a performance & outcome-based approach to fit a collaborative negotiation model. They also talk about managing frustration, the changes happening in the procurement world, and the vital importance of performance-based outcomes in the contract. Check it out!2021-06-0335 minNyden on Negotiations PodcastThere must be a million redlines in this contract!Holy smokes, there must be a million redlines in this contract! #@& If there is an implied or explicit expectation that you will use your professional judgment to prepare a suggested resolution to an objection to a contract term, this podcast is for you. This podcast is based from The Contract Professional's Playbook eLearning Program, if you would like to learn more about The Contract Professional’s Playbook and eLearning Program follow the link below. https://jeanettenyden.simplero.com/If you would like to watch the video, follow this link to my YouTube channel to view the...2021-05-2511 minNyden on Negotiations PodcastBest Practices When Changing the Scope of Work Changes in scope can be minor like a change in a delivery date. Usually when we talk about scope changes we are talking about increasing a portion of the scope of work and that corresponding change will also increase the price to perform the work.This podcast is based from The Contract Professional's Playbook eLearning Program, if you would like to learn more about The Contract Professional’s Playbook and eLearning Program follow the link below. https://jeanettenyden.simplero.com/If you would like to watch the video follow this link to my YouTube channel to v...2021-05-1804 minNyden on Negotiations PodcastGood Risk Management Is Tied to the Contract Life CycleRisk….every organization has some level of risk with customer/vendor relationships. If you are the Contract Manager your goals are to protect the organization and reduce or eliminate exposure to loss by identifying, assessing and monitoring contract risk on behalf of your organization. If the Contract Manager and those who draft and negotiate the contract are not working together to identify potential risks and associated losses then your organization is left exposed to risk. The key to success is to work together to identify these potential risks and associated losses and make sure your organization is protected with th...2021-05-1105 min
Nyden on Negotiations PodcastKeep it Simple (Stupid): Contract Simplification Is Here with Milva FinneganLawyers keeping it simple? Unheard of! Well, Milva Finnegan is taking on unnecessary complexity in contracts in her forthcoming dissertation and her PhD research in connection with Vassa University in Finland. Her research is focused on contract simplification, re-design and visualization. Her goals is to drive a universal shift toward developing more user-friendly contracts. Listen to Milva explain how your company can implement simplification theory. Milva, originally from Finland, has spent the past 20 years working for large US based companies involved in financial planning & analysis, contract management, international business, and leading diverse teams in finance re...2021-05-0526 minNyden on Negotiations PodcastMonitoring Post Award ObligationsIn this podcast, we will briefly examine ways to determine the extent of and level of regular monitoring of customer/supplier performance to achieve business objectives and control risk.This podcast is based from The Contract Professional's Playbook eLearning Program, if you would like to learn more about The Contract Professional’s Playbook and eLearning Program follow the link below. https://jeanettenyden.simplero.com/If you would like to watch the video, follow this link to my YouTube channel to view the video.2021-05-0404 minNyden on Negotiations PodcastManaging Opportunism in your Customer-Supplier RelationshipThe research is clear. Collaborative relationships help companies achieve “win-win” results and outperform power-based relationships. In a world of increasing complexity, the ability to cooperate efficiently with suppliers, customers and other strategic partners provides a significant path to competitive advantage, innovation and growth.This podcast is based from The Contract Professional's Playbook eLearning Program, if you would like to learn more about The Contract Professional’s Playbook and eLearning Program follow the link below. https://jeanettenyden.simplero.com/2021-04-1912 minNegotiations Ninja PodcastThrowback Thursday with Jeanette Nyden and Lawrence KaneIn this Negotiations Ninja Throwback, we look back at episode #111 with Jeanette Nyden and Lawrence Kane—the authors of “The Contract Professional’s Playbook.” They wrote the book to guide new and seasoned procurement professionals to become better at their craft. In this episode, we talk about developing procurement talent, internal and external negotiation, performance-based outcomes, and much more. Don't miss this fascinating conversation!2021-03-1835 min
Nyden on Negotiations PodcastMy guest is Brian DeCaires, Sourcing SupervisorThey’re here!! The Millennial leaders. By 2025 a majority of the U.S. workforce will come to form the Millennial generation of workers. In this podcast, I interview Brian DeCaires, a millennial supervisor managing a team of contract professionals with a wide range of skills and experience. Brian describes his approach to enhancing his team’s skills, which is heavily influenced by his collaborative approach to working with colleagues. This is a great peek at how millennials will be shaping the contracting profession in the years to come.2021-03-1622 min
Nyden on Negotiations PodcastOur Future Includes Collaboration with Peter SimoonsMy guest, Peter Simoons, is the co-founder of the Alliance Accelerator and the Alliance Roundtable. Alliances and non-legal partnerships are an excellent vehicle for growth, even during difficult economic times. In fact, according to the Art of Procurement, approximately 30% of Chief Procurement Officers have growth as their number 1 goal in 2021. In order to achieve success as an alliance member though, members have to follow the alliance life cycle, and embrace collaboration. In this podcast, Peter talks about the alliance success journey and explains why our future includes collaboration. About Peter Simoons: Alliance specialist and coach, Pe...2021-03-0320 min
Nyden on Negotiations PodcastA conversation with Kate VitasekCo-authors Jeanette Nyden and Kate Vitasek celebrate 10 years of Vested™ thought leadership. Kate is the world’s leading authority on how to create highly collaborative relationships that drive Innovation. Ten years ago, Kate teamed with Jeanette, Katherine Kawamoto and Jacqui Archer to provide step-by-step guidance to develop a Vested™ business agreement in their book The Vested Outsourcing Manual. In this conversation, Kate talks about the positive impacts of Vested™ and what is next to come. Learn more about Vested atwww.vestedway.com Learn more about Jeanette at www.jnyden.com2021-01-1924 minNyden on Negotiations PodcastFostering Continuous ImprovementHere’s the secret: It starts with the customer, not the supplier! Some of you asked me how to encourage suppliers to make continuous improvements. So, in this webinar, I’ll be talking about how to foster a continuous improvement relationship with the supplier.This podcast is based from The Contract Professional's Playbook eLearning Program, if you would like to learn more about The Contract Professional’s Playbook and eLearning Program follow the link below. https://jeanettenyden.simplero.com/2021-01-1311 min
Nyden on Negotiations PodcastInterview with Philip Ideson founder of the Art of ProcurementPhilip Ideson, 20-year procurement veteran and founder of the Art of Procurement, polled CPOs in September 2020 and learned that even during the Covid pandemic 24% of CPOs are focused on enabling organizational growth. Compare that to 35% who are tasked with cost savings and there are opportunities to grow as professionals to actually support stakeholder business objectives. In this podcast, Phil talks with Jeanette Nyden about the role of procurement during the Covid pandemic to enable growth, how procurement is embracing diversity and the best negotiation mindset for the current times. 2021-01-0622 minNyden on Negotiations PodcastEvaluating Compatibility and TrustI’ll be talking about how you can evaluate the compatibility and trust of your customer/supplier relationship using the CaT® Assessment.This podcast is based from The Contract Professional's Playbook eLearning Program, if you would like to learn more about The Contract Professional’s Playbook and eLearning Program follow the link below. https://jeanettenyden.simplero.com/2020-12-1612 minNyden on Negotiations PodcastBuilding Strong Customer Supplier RelationshipsI am focusing my learning series on building strong customer-supplier relationships. My clients are increasingly asking for training and coaching projects that focus on working more profitably with existing customers and suppliers, rather than driving “hard” bargains from new relationships. This first learning session will help you build a relationship based on real value. It comes from a longer presentation on negotiating value at a sales conference – but don’t worry if you are a procurement negotiator. There is a lot for you in this segment too. This podcast is based from The Contract Professional's Playbook eLearning Program...2020-12-0911 minNyden on Negotiations PodcastNegotiating SLA’s that Deliver!This learning session will outline Why companies typically use SLA’s, the three most common reasons SLA’s fail to drive the performance the customer is looking for, the three best practices for using SLA’s to drive supplier performance, and then I offer you a stretch goal of your own.This podcast is based from The Contract Professional's Playbook eLearning Program, if you would like to learn more about The Contract Professional’s Playbook and eLearning Program follow the link below. https://jeanettenyden.simplero.com/2020-12-0216 minNyden on Negotiations PodcastNegotiating Value (not just price)Until now there’s been no common language or formula for negotiating on value. Start negotiating on value today by using one of the four types of value that purchasing, finance, operations, and sales care about. And, see how one company did the math and demonstrated their value proposition in hard numbers. This learning session is taken from Chapter 8 of Getting to We: Negotiating Agreements for Highly Collaborative Relationships. You’ll not want to miss this opportunity to up the ante to negotiate on value, not just price.This podcast is based from The Contract Professional's Playbook eLea...2020-11-2515 minNyden on Negotiations PodcastBeyond the Traditional ZOPAYou’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 has really demonstrated pie expansion – value – for commercial contracts – until now.Negotiating terms and conditions make price negotiations much more complex. This 10-minute webinar picks up where we left off in Lesson #1 – Mapping the Money Conversation. In this session, you’ll learn how to work with an expanded ZOPA to include T&C’s to your price conversation...2020-11-1811 min
Bicara Supply Chain108. Agile in contract managementGuest Name: Jeanette Nyden, Contracts expert and Author. Language: English, Publication date: Oct, 20. 2020
Jeanette is a recognized, international expert in the contracting field having authored and/or co-authored a number of white papers, articles, and books. With more than 20 years of experience drafting and negotiating a variety of agreements, Jeanette guides contract professionals as they negotiate complex performance- and outcome-based agreements. With her assistance, clients enhance their skills at drafting, negotiating and managing complex contracts.
Since 2003, she has been providing tactical, customized mentoring, coaching, consulting and training programs to companies as small as 60 million in reve...2020-10-2510 min
Nyden on Negotiations PodcastMapping the Money ConversationHave You Mastered Price Negotiations?Successful negotiators trust and understand the back-and-forth process when negotiating money. They instinctively understand and respect that a back-and-forth process is necessary to arrive at a final number.There are some predictable negotiation patterns when you negotiate the price and only price. Understanding these patterns will give you a tremendous advantage at the bargaining table. January’s learning session will show you how to map out these patterns.This podcast is based from The Contract Professional's Playbook eLearning Program, if you would like to learn more about The Co...2020-10-1512 min
Nyden on Negotiations PodcastTCO/TSS/TLC/Should Cost—What Do They Mean?Great Price: Bad DealFocusing solely on price can obscure the total landed costs, the total cost of ownership, and the value of the good or service to the buying organization, leaving the buying organization with a great price and a bad deal.Doing some form of financial analysis helps your organization make more holistic financial decisions in customer/supplier negotiations. This is true for the buy-side and the sell-side alike.Do you know the most common forms of financial analysis used to plan for a negotiation? The problem for many is choosing...2020-10-1518 min
Nyden on Negotiations PodcastMaking Effective TradeoffsDo You Know How to Stack Rank and Prioritize Tradeoffs?Many seasoned negotiators “wing” it when making tradeoffs. They assume that what worked last time will work this time. It may not, and a “wrong” tradeoff could have negative impacts on your organization, let alone the long-term viability of the deal.To be a master negotiator, you should know how to stack rank and prioritize tradeoffs. This webinar will show you a simple process to start you on the path to stack ranking and prioritizing tradeoffs.This podcast is based from The Contract Professi...2020-10-1510 min
Notes To My (Legal) SelfSeason 1, Episode 4: The Changing Future of Contracts (with Jeanette Nyden)Join Jeanette Nyden, a leading authority on contract negotiation and governance, as she shares her expertise in navigating complex agreements. Gain invaluable insights into the strategic use of legal tools, the importance of tribal knowledge in governance, and the power of intentional negotiation to achieve mutual gain and drive performance-based outcomes.
Jeanette Nyden's extensive experience in contract negotiation and governance offers a wealth of knowledge for professionals seeking to optimize their contracting processes. From her background as a former litigator to her passion for teaching clients how to negotiate agreements, Jeanette emphasizes the transformative potential of understanding...2020-10-0549 min
Negotiations Ninja PodcastDeveloping A Contract PlaybookFor procurement and other contract-related roles, there has never been any kind of contract playbook that new people to the profession can look to for guidance. The wait is over. This episode of Negotiations Ninja features co-authors Jeanette Nyden and Lawrence Kane who have quite literally just written the book on the subject. “The Contract Professional’s Playbook” is now available on Amazon and sets the standard for developing procurement talent, building those individuals into personnel assets who add great value to the organization, and set up the industry to continue growing well into the future. Enjoy! Outlin...2019-11-2536 min
Negotiations Ninja PodcastHow to Negotiate Performance Based ContractsJeanette Nyden, a commercial contract coach, is on the Negotiations Ninja podcast to discuss how to negotiate performance based contracts. We discussed what performance based contracts are, why they're important, what to think about when putting together performance based contracts and some of the penalties and rewards systems that can be put in place. We really only scratched the surface of the topic, but it's still very in depth. Get your note pads out. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast2018-11-1945 min
Art of ProcurementDesigning and Executing a Balanced Deal w/ Jeanette NydenI’m joined once again on the show 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. I interviewed Jeanette recently – AOP173 – where we discussed the topic of contract negotiations. If you haven’t had the opportunity to listen in to that interview, you should check it out! But, in the time we had scheduled to chat, we didn’t get to all of my questions. And so I invited Jeanette back onto the pod to finish our conversation. And so in today’s podcast, we discuss the art of a b...2018-06-1138 minArt of ProcurementLessons Learned in Contract Negotiations from a Trial Lawyer, Mediator and Contract Coach w/ Jeanette NydenI’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 o...2018-02-2651 min
SalesRepRadio"Flex Your Negotiation Muscles" with Jeanette NydenWell, congratulations! You’ve finally not only found a way to engage a really big company as a prospective customer, you’ve actually progressed the sales cycle to the negotiation phase. Gulp. This could get hairy. You’ve heard the stories, maybe even been through a couple of incredibly stressful negotiations where they just had their way with you. Well, take comfort that there is a process that’ll give you the edge in negotiations. Jeanette Nyden has been consulting companies on the topic for years and joins host Dan Walker with solid advice in this 10-minute podcast.2016-09-0400 min
Professionally SpeakingInterviews: Why Join the National Speakers Association?I spent the weekend at the annual 'Camp NSA' training program held at the headquarters of the National Speakers Association in Tempe, Arizona. This workshop takes future Presidents of the regional Chapters in the USA, Canada, South Africa and Australia through an intensive consideration of what's involved in serving as President of the Board of Directors of a Chapter. I'll be the 2008-09 President of the Northern California Chapter. It's been fascinating to hear discussions on subjects such as financial planning; fundraising; program development; membership building and retention; conflict resolution and the mechanics of holding successful Board meetings.
One of...2007-11-1800 min