How can we use contract negotiations to help our organizations achieve better business results? That is a question that Coleen Davis has asked herself repeatedly over the years - years in which she has sat at many of the seats around the negotiating table representing both customers and suppliers. Coleen did not find any resources or books that answered her question, so she created an approach that made sense to her and tailored the approach to fit the negotiation, the organization, and the goals. With each negotiation and each role, Coleen learned something. In this book, Coleen shares the structured, scalable, repeatable process that she used to negotiate contracts and to learn from each negotiation. This book may be of interest to business owners, project managers, vendor managers, troubleshooters, and others who deal with business contracts.
