With a broader conception of “negotiation” in mind, we can now fill in the missing piece of our relationship management spectrum with Value Management: Things That Matter, Value Codes and Diagnostics….

Warranties, intellectual property rights, liquidated damages, and so on, are important. But it’s things like values, perceptions, effectiveness of communication, and behaviours that primarily affect contract delivery, and that determine the quality of the relationship. How do we “negotiate” those?…

Value is why we do anything: it’s the goal of our relationships, it’s what our contracts should support, and it’s what the negotiations for those contracts should focus on. But “value” is a much-misunderstood term……

If they don’t realize it already, they will soon: anyone engaged in relationships is becoming overwhelmed by the difficulties and Complexity of decisions and trade-offs. Experience-based intuition currently bridges the gap, but it can’t scale and is doomed to fail. Here, we see the ideal…

Pretty much every organization claims that value is a big deal to them. In this final part, we’ll look at the transformation involved with Value Management and how to make it happen – the people involved, the initial process and then how to spread and…

Pretty much every organization claims that value is a big deal to them. In the second part, we’ll look at the huge opportunity there is for individuals and teams to take responsibility for – and ownership of – Value in their organizations, and see why…

Pretty much every organization claims that value is a big deal to them. But when you look at what that means in practice, the extraordinary need for a dedicated cross-functional Value Management function becomes clear, because almost all organizational challenges can’t be met without one….

Commercial relationships are struggling, and nowhere is this more true than in collaborative relationships. Such relationships are where Complexity – from both inside and outside the relationship – is highest, and where the fatal flaws in how we typically operate are most clearly (and devastatingly)…

Part of the beauty of Value Management is that it just works. But how does it work? And why does it work? Because it is built on the most fundamental foundations – the nature of reality, the nature of value, and the ways…

The Things That Matter aren’t clear or aligned in our relationships. This missing empathy is what is inhibiting understanding, preventing the management of differences, and hampering authentic collaboration. All of this – and more – was demonstrated through a recent workshop exercise we ran….