Ensuring there is a capability fit between the parties for ADDING VALUE is the theme of this PRINCIPLE. It addresses STRATEGIES such as company capability, KYC, managing negotiation with a potentially ‘weaker’ or less experienced party, and if relationship remediation is required at this early stage of the commercialisation process.
There are 3 strategies for this principle.
Capability assessment.
Worth repeating here is understanding the customer’s capability is basic to any relationship. Again, this is about ‘Knowing your Customer’ (KYC) an common strategy in the modern negotiation process. Check the financials, capability, integrity, com...
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