How To Build Trust In Negotiations

Trust is an essential part of negotiations for knowledge workers. It is so important, that it may even be considered the true goal of the 8 principles I describe in Extreme Contracts! In 2011 I had a horrifying “clients from hell” experience that pushed me to investigate how I could craft better agreements with my …

Agile Contracts workshop in Bologna on June 23 2015

After the rewarding premiere held in last March, on June 23rd I will be holding again a full-day session about agile contracts in collaboration with Alberto ‘Zio Brando’ Brandolini’s Avanscoperta. It is going to be a very important day for me, considering the chance I am having to re-think the workshop based on the super …

People talking extreme contracts, people using extreme contracts

After the chat I recently had with Greger Wikstrand about Extreme Contracts, another nice video was made by Greger with Joakim Lindbom, both Enterprise Architects from Capgemini. In the video they discuss the nice behavioral and economical patterns emerging with the use of such contracts which I forged a few years ago when I was …

Extreme Contracts

The goal As I wrote some time ago, we want our deals to be compliant with three main criteria: We want to reach a wise agreement, in order to generate value for all the parties involved. We want the deal to be efficient, because time spent searching for a good deal is not generating value: …

Contract negotiation

Three key criteria you are likely going to violate next time you negotiate a contract.

Whether a contract is about developing some new software or about designing a loft in Berlin, it all starts with a negotiation. If you are setting up a fixed-price contract you will be negotiating deadlines and price. If you’re working on a time & materials deal, you will be negotiating the fee, be it on …