The Unscripted Deal - by Ed Hansen and Valerie Paverd
Ed Hansen, Valerie PaverdReal-world insights on leading transformation, building trust, and negotiating deals that actually work.
| Platform |  | Pricing | Only free issues | Publishes | Weekly |
|---|---|---|---|---|---|
| Issues | 11 | Founded | a year ago | Last Issue | 2 months ago |
| Active | |||||
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negotiatingforhumans.substack.comLatest Issues
Reimagining and Re-Actioning Transformation: Part III
People, Process, Technology
A sensible framework. But in practice it often becomes: dominate the people, disrupt the existing processes, and clear the way for the new technology.
This can take many forms. And one of the most common e...
REIMAGINING AND RE-ACTIONING TRANSFORMATION: PART II
In Part I of this series, we argued that one cause of transformation program failure is focusing on the wrong things. These programs optimize for deployment and label it success, while the humans who are supposed to carry the transformation...
REIMAGINING AND RE-ACTIONING TRANSFORMATION: Part I
History of Failures and Repeat Playbooks
The idea of people, process, technology, in that order, has been around since Harold Leavitt’s work on organizational change in 1964. In the 1990s, when ERP programs started failing in massive...
The Number That's Too Easy To Ignore
When we first join a deal team, they’re often engaged in the wrong conversation.
“What’s the spend?”
“How much can we save?”
“What’s the ROI?”
We get it. CFOs need numbers. Everyone wants savings. And there’s nothing wrong with that....
Are you making partnership decisions based on facts—or on first impressions?
Most relationships form through some type of competitive process. That’s fine, but every competitive process needs a north star.
In the end, it comes down to two principles that are simple but easily lost:
1. Don’t eliminate the rig...
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Authors
The writers behind this newsletter.
Real insights on transformation leadership, negotiation strategy, and building organizations that actually change. Founder of Transformation Enablement LLC
Transformation Enabler and Creative Contract Architect
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