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by Jeanette A. Nyden (Author), Lawrence A. Kane (Author)
"While early career practitioners may understand the value of drafting, negotiating, and managing exceptional contracts, they often struggle to master the requisite skills. This comprehensive manual helps structure the negotiation process, thereby minimizing the perilous process of trial-and-error, expediting competency with leading practices and tools that can help reduce risk and speed outcomes for both buy-side and sell-side alike." -- Gregg Kirchhoefer, P.C., IAOP Leadership Hall of Fame Member, Kirkland & Ellis LLP
Ever increasing demand for performance- and outcome-based agreements stems from pressure for enterprises to drive greater value from their strategic customer/supplier relationships. To achieve expected performance, contractual relationships are increasingly complex and interdependent, requiring more stakeholders be involved in the decision making. Unfortunately for contract professionals held accountable to these requirements there has been little in the way of resources that answer their "how to" questions about drafting, negotiating, and managing performance- and outcome-based agreements. Until now
The Contract Professional's Playbook (and corresponding eLearning program) walks subject matter experts who may be new to complex contracting step-by-step through all aspects of the contract life cycle. Invaluable competencies include identifying and managing risk, increasing influence with stakeholders, developing pricing models, negotiating complex deals, and governing customer-supplier relationships to avoid value leakage in the midst of constant change. It's an invaluable resource that raises the bar for buy-side and sell-side practitioners alike.
