January 8, 2024
NEGOTIATING CHANGESNegotiations involve change: price increase, scope of work modification, request for discount, union demands, reduction in volume, change supplier, design change, people changes.
Recession = Change = Pressure
During recessionary times negotiating change is more difficult. Both sides have more pressures and this adds to the intensity of the negotiation.
TIP: Follow two important KARRASS negotiating principles. Preconditioning and
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