January 8, 2024

NEGOTIATING CHANGES

Negotiations 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