Author : Nick Krym

Negotiations – Basic Categorization

Negotiations are an integral and common part of our lives; we get involved in negotiations many times during a regular day sometimes not even noticing that. We negotiate with other drivers when changing lanes on a highway, with kids when picking a channel on TV, with boss when asking for a vacation, and of course with offshore vendors almost every step along the way of an offshoring engagement. There are many different forms of negotiation and many forms of communications that might appear or be considered negotiations but in fact are not. So let me put a basic categorization in place: Dictating is a form […]

Main Forces of Negotiation

A little while ago I started a thread covering general negotiation tips, tricks, and techniques. Just for the sake of consistency let me repeat the caveat I mentioned before: negotiation is a complex skill if not art. If negotiations are not particular your cup of tea you may consider involving professionals, in particular those who have experience negotiating offshore contracts. At least you owe it to yourself to go through some serious reading on the topic prior to diving into the deal making. Many of these books cover the main forces of negotiation (Time, Information and Power) in great details so I will take a […]

Business Negotiations: Initial Discussions

Placing an outsourcing contract, scoping a fixed bid development project, making a substantial change in the engagement scope, resolving conflict on quality of service or project deliverables… all these activities require negotiations, sometimes rather involved and lengthy. One of the first steps in business negotiations, the one that often sets the tone of the negotiation is initial discussions. Even small scope negotiations can benefit from initial discussions being a stand-alone step. I view it critically important in many regards, one of the most important being assuring that you “do not react but respond” – deal with the issue in the most constructive manner. Let’s consider […]

Offshore Negotiations: a Macro View

Negotiations are an integral part of business life, that’s pretty much a truism. More so negotiations for business are very much like breathing for human beings. Sometimes it seems that you can not make a single step without getting involved in some kind of negotiations – project scope / resources / time / quality; multiple aspects of employment relationships; vendor relationships; customer relationships; and so on. So it’s no surprise that an ability to negotiate is one of those mandatory job requirements that somehow never make it to job description. While negotiation skills are important for any professional they are particular important and are put […]

Offshore Negotiations Basics: Rules of Haggling

First, let me repeat something I wrote in an earlier post: negotiation is a complex skill if not art. If negotiations are not particular your cup of tea you may consider involving professionals, in particular those who have experience negotiating offshore contracts. At least you owe it to yourself to go through some serious reading on the topic prior to diving into the deal making. Let me recommend a few classic books on the subject: Secrets of Power Negotiatingby Roger Dawson, You Can Negotiate Anything by Herb Cohen, and Getting Past No: Negotiating with Difficult People by William Ury. Through the years in IT leadership […]