This PRINCIPLE is about managing and remediating the possible fall out with the unsuccessful party(s) as the negotiation reaches its conclusion and the contract signed. Now the hard work begins. Relationships in high value markets can sour at this point of the negotiation process. How do you manage good long term customer(s) but not the successful candidate? What about the concept of ‘long term relationship’ for business sustainability? What’s your remediation STRATEGY for customer(s) you can’t afford to lose?
There are 4 strategies for this principle.
Managing unsuccessful customers.
One of the most difficult requirements in a negotiation OUTCOME is telling other customers with whom you have a great relationship and competing for the business, that they were not successful. This is where having established good relationship in...
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