A late or last-minute modification (from either side) or rejection is a reality and can be a serious challenge in the life of commercial negotiations. It is the time where the negotiator’s skill and ability can shine. This PRINCIPLE addresses such questions as: Is the modification tactical? Real? A mistake? Or due to a sudden change in market conditions? Final leveraging? What STRATEGIES might be available to you?
There are 4 strategies for this principle.
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