On Second Thought

Jeswald W. Salacuse

Chapter 17 in Negotiating Life, 2013, pp 211-218 from Palgrave Macmillan

Abstract: Abstract Remember that big sales contract you negotiated last fall, the one that got you a fat year-end bonus? Well, your manufacturing department has just told you that delivery will be two months late. It’s your job to persuade your customer to accept a new date without canceling the deal. And that’s not all. That contract to put a new roof on your house? Halfway through the job, the roofer is asking for a meeting to revise the price due to a sudden large increase in the cost of building supplies.

Keywords: Contractual Obligation; Walk Away; Negotiate Agreement; Satisfy Customer; Initial Negotiation (search for similar items in EconPapers)
Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-31874-9_17

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DOI: 10.1057/9781137318749_17

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