Navigating the Negotiations Process
When it comes to outsourcing engagements—project scope, personnel, rates, terms and conditions, time, and quality—everything is negotiable. So even though every negotiation is unique, it’s nice to have a process or template to follow. Consider this common five-step negotiating pattern:
Step 1: Understand the Situation.
Understand the situation, the subject of negotiations, and what’s at stake. It’s amazing how often people jump into a negotiation when there’s really nothing to negotiate: maybe both parties are already in agreement, maybe it’s too early or too late to begin negotiations, or maybe negotiation is just not the best way to move forward. Clarify the situation by asking yourself the five “Ws”: ...
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