ISSUES TO CONSIDER NEGOTIATING

Excerpts from the seminar: PLANNING BETTER NEGOTIATIONS

MICHAEL L TAYLOR, C.P.M.


Review this list before you negotiate any contract. Take advantage of all the opportunties and cover all the important issues.

  • Availability
  • Administrative charges
  • Alternate Dispute Resolution
  • Amortization schedule
  • Audit rights
  • Bank & Finance institution
  • Barter arrangements
  • Cancellation charges
  • Confidential information
  • Contingencies
  • Copyright
  • Changes
  • Consignment inventory
  • Cost Breakdown
  • Counter trade
  • Currency
  • Customer visits
  • Damages
  • Delivery
  • De-mobilization costs
  • Discounts
  • Electronic data interchange
  • Electronic funds transfer
  • Escrow company
  • Exchange rates
  • Exchanges
  • Extended warranty
  • F.O.B. point
  • Fee
  • Freight method, costs and charges
  • Installation
  • Insurance
  • Intellectual property rights
  • Inventory Costs
  • Invoice method
  • Invoice terms
  • Labor rates
  • Lead time
  • Legal venue
  • License agreements
  • License fees
  • Maintenance
  • Marketing support
  • Manufacturer's allotment
  • Mediation
  • Meeting locations & schedule
  • Mobilization costs
  • Multiple deliveries
  • Obsolete Inventory Responsibility
  • Overages
  • Packaging
  • Payment terms
  • Payment method
  • Performance specifications
  • Price
  • Price escalation
  • Problem escalation path 
  • Profit
  • Progress payments
  • Quality rate
  • Raw materials
  • Recycled content
  • Residual value
  • Restocking charges
  • Returns
  • Risk of loss
  • Safety Stock
  • Scrap recycling
  • Spare parts pricing/availability
  • Special marking
  • Specifications
  • Stand-by rates
  • Start-up assistance
  • Storage of unused materials
  • Subcontracting
  • Termination Provisions
  • Terms and conditions
  • Testing
  • Tooling
  • Training
  • Travel expenses
  • Upgrades
  • Wage Adjustments
  • Warranty
  • Vacation / Shutodwn
  • Work Schedules

Add these to the list when
Negotiating Long Term Relationships

  • Access to Computerized Inventories
  • Access to Computer Systems
  • Authorities and limitations
  • Computer Security Program
  • Controlling problem people
  • Cost cutting procedures
  • Disposition of user data
  • Efficiency improvements
  • Ending the contract/relationship
  • EXTRANET ordering relationship
  • Fair profit vs fair value
  • Goals of the relationship
  • In-Plant Support, inventory
  • Internet Web Page Sharing
  • Key players
  • Legal recourse
  • Operating procedures
  • Power balancing
  • Problem resolution process
  • Product improvements
  • Reporting
  • Removal of packaging materials
  • Sharing of cost savings
  • Structure of the agreement
  • Term
  • Training programs
  • User Catalog Maintenance

MLTWEB is assembled and maintained by Michael L. Taylor, C.P.M. 
Materials and articles prepared by Mike may be shared for purchasing education provided that this source is cited and no fee is charged. The rights for any other use are withheld.
Copyright;  Michael L. Taylor, C.P.M.
Last Updated: 09/05/2008