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Contract Negotiation Handbook: Getting the Most Out of Commercial Deals by Damian Ward

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Chapter 7

The telltale signs of the overseller — buyer beware

Assume for a moment that a buyer does their preparation. They know exactly what they want, when they want it and how they are going to apply the good or service. They have initially taken care of the springboard aspects of the contract. They will deal with the safety net during the course of the discussions.

There is not much more a buyer could do to prepare themselves for the negotiations.

The negotiations start and things are very friendly. How does the buyer know they are dealing with an overseller or someone who is only worried about signing on the dotted line, and that working out how they will perform in the deal is an issue they will postpone for the future?

It is realistic ...

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