This is the final installment in an eight part series on how to resist price concession requests. Each two new tips will be posted each weekday for eight days.
When discounts are inevitable, reduce their impact using these tips.
15. Negotiate the contract term. Companies routinely request contract terms of two and, more frequently now, three years with terms and conditions expected to be locked in throughout the extended term. Ask for the contract term to be reduced to a one year term in order to allow for an appropriate learning curve and the experience in working together.
It goes without saying, if you would like to talk about training your lawyers in resisting pricing concessions, please give me a call. It costs nothing to talk.