Stay Firm On That One Item

Being in technology sales, I often find clients pushing hard to extract the best terms during contract negotiations.

Initially, when I started, I struggled to figure out what I must do when clients negotiate hard on every aspect of a contract.

Over time, I developed for myself a simple decision-making heuristic.

I identify that single, non-negotiable element that matters most to me, and I stand firm on that. For everything else, I compromise and accommodate the client’s requests. This works very nicely, almost always!!