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      58. How do you recognize an objection?

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      59. What extra resources will you need?

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      60. Who needs to know about Content negotiation?

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      61. What Content negotiation capabilities do you need?

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      62. Would you recognize a threat from the inside?

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      63. Who are your key stakeholders who need to sign off?

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      64. How do you take a forward-looking perspective in identifying Content negotiation research related to market response and models?

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      65. Did you miss any major Content negotiation issues?

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      66. Who needs budgets?

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      67. What is the smallest subset of the problem you can usefully solve?

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      68. Are there any specific expectations or concerns about the Content negotiation team, Content negotiation itself?

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      69. Is it needed?

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      70. How do you identify subcontractor relationships?

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      71. What is the extent or complexity of the Content negotiation problem?

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      72. Does your organization need more Content negotiation education?

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      73. What are the expected benefits of Content negotiation to the stakeholder?

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      74. Which issues are too important to ignore?

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      75. How does it fit into your organizational needs and tasks?

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      76. What should be considered when identifying available resources, constraints, and deadlines?

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      77. Are there recognized Content negotiation problems?

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      78. To what extent does each concerned units management team recognize Content negotiation as an effective investment?

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      79. Do you need to avoid or amend any Content negotiation activities?

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      80. What Content negotiation coordination do you need?

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      81. Are there regulatory / compliance issues?

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      82. Are employees recognized or rewarded for performance that demonstrates the highest levels of integrity?

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      83. What needs to stay?

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      84. Are losses recognized in a timely manner?

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      85. Is the quality assurance team identified?

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      86. Have you identified your Content negotiation key performance indicators?

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      87. What are the timeframes required to resolve each of the issues/problems?

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      88. What needs to be done?

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      89. What would happen if Content negotiation weren’t done?

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      90. How do you assess your Content negotiation workforce capability and capacity needs, including skills, competencies, and staffing levels?

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      91. What vendors make products that address the Content negotiation needs?

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      92. Which needs are not included or involved?

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      93. Are you dealing with any of the same issues today as yesterday? What can you do about this?

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      94. What creative shifts do you need to take?

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      95. To what extent would your organization benefit from being recognized as a award recipient?

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      96. Who needs what information?

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      Add up total points for this section: _____ = Total points for this section

      Divided by: ______ (number of statements answered) = ______ Average score for this section

      Transfer your score to the Content negotiation Index at the beginning of the Self-Assessment.

      CRITERION #2: DEFINE:

      INTENT: Formulate the stakeholder problem. Define the problem, needs and objectives.

      In my belief, the answer to this question is clearly defined:

      5 Strongly Agree

      4 Agree

      3 Neutral

      2 Disagree

      1 Strongly Disagree

      1. Is it clearly defined in and to your organization what you do?

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      2. What information should you gather?

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      3. Is the improvement team aware of the different versions of a process: what they think it is vs. what it actually is vs. what it should be vs. what it could be?

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      4. Have all basic functions of Content negotiation been defined?

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      5. Is the Content negotiation scope complete and appropriately sized?

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      6. What are the Content negotiation use cases?

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      7. What is in the scope and what is not in scope?

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      8. What is out-of-scope initially?

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      9. How will variation in the actual durations of each activity be dealt with to ensure that the expected Content negotiation results are met?

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      10. What system do you use for gathering Content negotiation information?

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      11. How do you catch Content negotiation definition inconsistencies?

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      12. What sources do you use to gather information for a Content negotiation study?

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