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Negotiating With Tough Customers by Steve Reilly

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               FOUR               

Best and Final Offer

Closing the Deal

“Is that your best and final offer?” the chief sourcing officer asked.

My client, an aerospace company, and I were trying to close a deal with an offshore manufacturer of an important mainframe component after six months of hardball negotiations. After some initial grandstanding and positioning, both my client and the manufacturer had settled into a comfortable but wary negotiating environment. By this point, both sides had given quite a bit of ground in a process that included three counteroffers and multiple meetings. Most of the line items had been agreed upon, but there were still some outstanding issues regarding delivery, post-sale service, and support. In spite of ...

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