Renewal negotiation cards for technical risk
Recall negotiation prompts that uncover interests and avoid reflexive technical or commercial concessions.
BATNA What does BATNA force you to understand? The best alternative to a negotiated agreement for both sides. In renewal work, ask what the customer can realistically do if no agreement is reached and what your company can accept. Discount pressure After the outage, we expect a significant discount. Use before conceding margin for a technical trust issue. Your line I understand the outage affected confidence. Before we discuss commercial remedies, what would your team need to see to believe the reliability risk is controlled going forward? A discount may compensate frustration without repairing technical trust. It uncovers whether the…
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