For procurement and other contract-related roles, there has never been any kind of contract playbook that new people to the profession can look to for guidance. The wait is over. This episode of Negotiations Ninja features co-authors Jeanette Nyden and Lawrence Kane who have quite literally just written the book on the subject. “The Contract Professional’s Playbook” is now available on Amazon and sets the standard for developing procurement talent, building those individuals into personnel assets who add great value to the organization, and set up the industry to continue growing well into the future. Enjoy! Outline of This Episode [2:14] Why a playbook is needed for procurement and the story behind the book [4:56] Changes happening in the contract and procurement world the book is aimed at [8:35] The content found inside the playbook: including internal and external negotiation [11:25] Performance & outcome-based approach to fit a collaborative negotiation model [15:01] Navigating when to be tough and when to step away [20:48] Managing frustration when your service business has to do what isn’t best [25:30] The vital importance of performance-based outcomes in the contract Resources & People Mentioned The Contract Professional’s Playbook (by Jeanette and Lawrence) BOOK: Getting To We (Jeanette was co-author) BOOK: Vested Connect with Jeanette Nyden Follow Jeanette on LinkedIn Jeanette’s company: http://www.jnyden.com/ Jeannette on Twitter: @JeanetteNyden Jeanette on YouTube Connect with Lawrence Kane Follow Lawrence on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja