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.
Reality of late modifications.
Later deal modification or rejection is a reality in the commercial world. It is the time where the negotiator’s skill and ability to persuade is tested. No one situation is the same thus it is not possible to offer one solution, except try to ta...
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