This PRINCIPLE addresses managing final ‘sticky issues’ and troubling closing situations that may arise. For example, ‘upping the ante’, stalemate, tension regarding the ‘smaller’ contractual points, customer ‘holding out’ or ‘walking away’. What about saving face – for you, your corporation and your customer? ‘Cornering your customer’ – is that a smart move?
There are 3 strategies for this principle.
Tensions and conflicts.
Unusual tensions and emotions especially relating to the ‘smaller’ contractual points, can emerge in the OUTCOME PHASE, especially if it seems a deal cannot be concluded. In the OUTCOME PHASE, one should be aware of difficult (which could be tacti...
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