Commercial Officers Group researched the use of joint risk registers as an element of the negotiation process and uncovered some useful insights.
Following is a learning module which addresses this effort:
Commercial Officers Group also conducted a research project related to negotiations during the pandemic and found these six trends:
- Parties are becoming more collaborative in their negotiations
- Parties increase their success rates by preparing well before receiving the other party’s request
- Interest-based negotiations, focusing on mutual benefits, are on the increase and proving more effective than positional models
- Negotiators are targeting specific pain points, rather than re-negotiating the entire contract
- Parties are avoiding deep price cuts, seeking non-financial concessions that are less impactful
- Processes are being redesigned to mitigate mutual costs, rather than seeking unilateral concessions
For more information in negotiations and commercial projects, commercial contracts, and commercial relationships, visit the COG Library.
Commercial Officers Group recently conducted a research study on the impact of punctuation in the contract development phase. Here is what was found:
Commercial Officers Group is focused on research and creating useful reports and tools. If you are interested in enabling higher yields on your commercial contracts and relationships, please click here to download your copy of a High Yield Contracting overview.