You're facing unexpected changes in a contract negotiation. How will you handle the client's demands?

3 Communicate Clearly

Clear communication is the cornerstone of effective contract negotiation. When faced with new demands, articulate your concerns and the potential consequences of these changes. Be transparent about your limitations and open to discussing alternatives. This approach fosters an environment of trust and collaboration, which is essential when navigating through unexpected turns in a negotiation. It also allows both parties to explore solutions that may not have been considered initially.

5 Leverage Strengths

Knowing and leveraging your strengths is vital when responding to new demands. Understand what you offer that is unique or particularly valuable to the client and use this as leverage in the negotiation. It could be your expertise, reputation, or ability to deliver on time. Remind the client of these strengths and how they benefit from them. This can help you steer the negotiation back to a more favorable position or at least ensure that any concessions are balanced with gains.

6 Plan Contingencies

Finally, always have a contingency plan. Unexpected changes can sometimes lead to an impasse or even the breakdown of negotiations. By having a backup plan, you signal to the client that while you are willing to negotiate, you are also prepared to walk away if the terms are not acceptable. This can often bring a new level of seriousness to the negotiations and may make the client reconsider their position. Your contingency plan should protect your interests and provide a clear path forward in case the original negotiation does not conclude satisfactorily.