In 2022 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 micro-research project in 2022 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 the COVID-19 pandemic’s impact on Commercial Projects, Commercial Contracts and Commercial Relationships, visit the COG Library.
Commercial Officers Group recently conducted a micro-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. Here is a list of upcoming topics:
- Risk Analysis and Management through Proactive Supplier Engagement – to be completed by 15 December 2023
- Top Approaches to Increasing Yield from Contracts and Relationships – to be completed by 15 January 2024
- Communication Strategies and Tactics to Improve Your Yield – to be completed by 15 February 2024
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.