PROCUREMENT-NEGOTIATION5 MIN READ
Dialogue: Negotiate Service Credits Without Poisoning the Relationship
Frame service credits as a risk-sharing mechanism tied to RFP outcomes and TCO.
Dana D Supplier account lead 1 Frame 2 Measure 3 Trade Performance gap 10-week review 6 SLA misses The sponsor wants penalties; the supplier worries credits will make the relationship adversarial. The framing will decide whether this becomes a fight or a risk-sharing term. 6/10 weeks missed response SLA 4 hrs internal rework per miss
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