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Ask the Expert - Top Terms in Negotiations Survey Results

This year's survey of the top negotiated terms indicates a continuing challenge for the contracts and legal community.

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Ask the Expert - Contracting: Why Do We Keep Destroying Value? - Part I

It is no longer a hypothesis that our current processes used to establish commercial relationships are flawed - on both the buy and sell side. Yet we keep trying to optimize each side of the process (which logically may mean we are increasing the value destruction) and don't identify the flaws that continue to diminish value for both sides. Most of the time is spent on the pre-nuptial agreement, trying to anticipate all the things that may go wrong (self-fulfilling prophecies perhaps?) and how to protect our own interests. Far more time should be spent on establishing a good relationship and working on the marriage in order to multiply the total value for both partners. In the first of a two-part series, Anne will challenge long held assumptions based on Theory X that drive the wrong behavior and propose going even beyond Theory Y (Best Practices) to Theory Z (Next Practices). She will explore how both the buy side and sell side approach the contracting process today, when the leverage shifts between the two parties and how to improve the way we work with our trading partners. If you are interested in learning how to address changes in processes and competencies to create a relationship that will result in a sustainable marriage, then this is a session you will not want to miss. In Part II of this two part series, we will address how to build a sustainable relationship after the marriage takes place. In addition, if you are interested in joining a small working group to address these issues, that opportunity will be available to you. The second part of this webinar will take place on February 18th.

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Negotiation: I'll tell you what I want ...

Many organizations are focused on simplification and cycle times. They know that initiatives in these areas can boost revenues, reduce costs and contribute to market reputation.

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Many gender differences are really power differences in disguise.

This article entitiled: "It's good to be the Queen . . . but it's easier being the King" from McKinsey emphasizes that the one clear difference between men and women in the United States and most of the world: the amount of power each has in society. As a result, gender stereotypes constrain the behavior and actions of women. Here's the link to the article: http://www.mckinsey.com/Insights/leadership/Its_good_to_be_the_queen_but_its_easier_being_the_king?cid=mckwomen-eml-alt-mkq-mck-oth-1510

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Business Insider Article: Women are the next China

Here's an interesting article released today by Business Insider on how closing the gender gap in employment and salaries would result in an economic boost in most countries: http://www.businessinsider.com/women-could-be-the-next-global-growth-engine-2015-10?nr_email_referer=1&utm_content=COTD&utm_medium=email&utm_source=Sailthru&utm_campaign=Post%20Blast%20%28moneygame%29:%20Women%20are%20the%20next%20China&utm_term=Markets%20Chart%20Of%20The%20Day According to US Trust's Joseph Quinlan, women are "the most underutilized and under-leveraged resource in the world." Read the article and let us know what you think - could women's further participation in the economy be the next China?

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Remembering Donna Messer

Many of you may remember meeting Donna Messer, the "Queen of Networking", a key speaker at one of our Americas Conferences and a motivator for us at the Women's Networking Group breakfast. Sadly, Donna Messer passed away earlier this month. She will be missed although her networking tips and techniques will remain with us forever. Her obituary can be read at: http://www.insidehalton.com/news-story/5542344-oakville-networking-guru-donna-messer-has-died/

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McKinsey Report on Fostering Women Leaders: A fitness test for your top team

We know all too well the dismal percentage of women populating C-suite positions. The latest article published by McKinsey and Company identifies 5 questions to help generate challenging conversations to test organizational practices and reduce the barriers to advancing female executives. http://www.mckinsey.com/insights/organization/Fostering_women_leaders_A_fitness_test_for_your_top_team?cid=other-eml-alt-mkq-mck-oth-1501 Are there other questions you would suggest adding to the list?

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Trends of Women in Sales Infographic Article

With access to over 300 million member profiles, LinkedIn measured the representation of women by job function, title, industry, and more. We want to use this information to bring awareness to the subject and put something in place to help transform the industry and narrow that gap. The results are not surprising and more work needs to be done but the trend is positive. To access the report visit: http://sales.linkedin.com/blog/trends-of-women-in-sales-infographic/# LinkedIn's recently issued Workforce Diversity Report is recommended as well: http://blog.linkedin.com/2014/06/12/linkedins-workforce-diversity/

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Recommended Reading

Interesting article: "CEOs must ensure that all employees feel a sense of purpose in their work" is available at bnhttp://www.strategy-business.com/article/00254?pg=4. In particular note the following: "...60 percent of U.S. college students, and some 40 percent of MBA students, are women. Those are high percentages, and we expect them to hold, if not rise. Based on several data trends and the continued falling of barriers, we estimate that by 2040-a quarter century from now, when today's college and business school graduates will be taking the CEO reins-women will represent some 30 percent of the incoming class of the top 2,500 global CEOs. (See 'Women CEOs: A Slow but Steady Upward Trend.) And that proportion will only increase over time." The rest of the article is an interesting read, but I am afraid not very accurate, and in my opinion near sited. What they say is 2040, is really more like it should be now, rather than really envisioning the future.

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Recommended Reading: The Most Undervalued Leadership Traits of Women and Why Women Are More Effective Leaders Than Men

Forbes article at http://www.forbes.com/sites/glennllopis/2014/02/03/the-most-undervalued-leadership-traits-of-women/ The Most Undervalued Leadership Traits of Women is an article written by a Hispanic man and based on his personal and professional experiences. In short, he identifies six leadership traits women naturally possess that are undervalued: Opportunity-driven Strategic Passionate Entrepeneurial Purposeful and Meaningful Traditions and Family The author also refers to another interesting article in the Business Insider on Why Women Are More Effective Leaders Than Men. http://www.businessinsider.com/study-women-are-better-leaders-2014-1 The statistics are dismal: "At the lowest levels, more than half of the employees in organizations are female. As you move to each successively higher level in the organization, the number of women steadily shrinks. At the CEO level, worldwide, there are only 3% to 4% who are women." Yet the study provides support for women in leadership positions and ends on this optimistic note: "To the degree that senior executives and boards of directors are putting men into senior positions, fearing that women will not perform well at higher levels, we hope that this information adds to the assurance that they need not worry about that."

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Babes at Work

http://www.strategy-business.com/article/ac00056?pg=all This article shares an example of how one company built an employee-centric corporate culture by supporting a baby-friendly workforce. How do you feel about permitting infants in the office?

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Babes at Work

http://www.strategy-business.com/article/ac00056?pg=all This article shares an example of how one company built an employee-centric corporate culture by supporting a baby-friendly workforce. How do you feel about permitting infants in the office?

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