Contract Negotiation
Exceptional contract negotiation blends preparation, strategic clarity, and relationship mastery to secure agreements that deliver long-term value. It requires deep research, legal fluency, and emotional intelligence to balance risk, obligation, and opportunity. By aligning commercial, technical, and operational needs, negotiators forge resilient partnerships — turning complex discussions into trusted, enduring contracts.
Experience
IBA – Multi-Million Fixed-Price Core Platform Contract
Collaborated with the CTO and a legal consultancy to negotiate a multi-million dollar fixed-price contract with Infosys for the Finacle/Tririga SaaS platform. Embedded protective clauses for Covid disruption and requirements ambiguity, while defining configuration workshops as IBA obligations. Negotiated ongoing support SLAs with penalty clauses for outages. Lesson: vendor negotiation expertise demands rock-solid obligations and transparent risk disclosure.
easyJet – Integration Competency Centre & Middleware
Partnered with procurement to negotiate dual contracts: - TCS to establish and operate the Integration Competency Centre. - Red Hat to deploy and configure JBoss middleware on hybrid infrastructure. Defined clear handoffs (infrastructure → Red Hat → TCS) to eliminate gaps. Outcome: a scalable, evergreen integration platform that remains a cornerstone of easyJet’s agility.
Core Principles – Preparation & Partnership
Begin with exhaustive research into goals, red lines, and legal frameworks. Engage legal experts early for compliance and enforceability. Build trust through transparency — surface risks, agree compromises, and document with precision. Treat negotiation as relationship investment, not transaction.
Credentials
- Master of Business Administration (MBA)
- Post Graduate Diploma in Computing for Commerce and Industry
- Managing Successful Programmes (MSP) Practitioner
Related Skills
Contact
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