What do you do if your client or partner is resistant to negotiating deadlines in contract negotiation?

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Negotiating deadlines is an essential part of any contract negotiation, but what if your client or partner is reluctant or unwilling to compromise on their expectations? How can you persuade them to be more flexible and realistic, without damaging the relationship or losing the deal? Here are some tips to help you handle this common challenge.

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Farid Abou Rahal

Director @ DSV - Global Transport and Logistics | MBA

1 Understand their reasons

The first step is to understand why your client or partner is resistant to negotiating deadlines. Are they under pressure from their own stakeholders, customers, or competitors? Do they have a fixed budget or timeline that they cannot exceed? Do they have a lack of trust or confidence in your ability to deliver? Or do they simply have a different perception of urgency and priority than you? By asking open-ended questions, listening actively, and empathizing with their situation, you can uncover their underlying motivations and concerns, and address them accordingly.

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Farid Abou Rahal

Director @ DSV - Global Transport and Logistics | MBA
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Effective communication and finding common ground are key to successful negotiations. Initially it's essential to understand the concerns ;then, propose alternatives that address the needs while also meeting my requirements.

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Dimitri K.

Lawyer, Managing Consultant, FIP, CIPM, CIPT, CIPP/E
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Understanding a client who is reluctant to meet deadlines in contract negotiations: Possible reasons include risk avoidance ??, the need for flexibility ??, negotiating tactics ??, negative experiences from the past ?? and the complexity of compliance ??. It is important to take the client's concerns seriously and offer alternative solutions that do justice to their concerns.

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M?nica Miziara

Account Manager
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Entender as preocupa??es do cliente e deixar claro que leva a sério suas preocupa??es, s?o pontos essenciais para que haja uma compreens?o mútua, que toda a negocia??o precisa ter. Prontamente, é necessário oferecer alternativas que sejam coerentes à apreens?o do cliente e dignas de reduzi-la. Ent?o, refor?ar o comprometimento de ambas as partes no cumprimento dos prazos.

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2 Explain your constraints

The next step is to explain your own constraints and limitations that affect your ability to meet their deadlines. Be honest and transparent about the resources, processes, risks, and dependencies that are involved in your project or service. Use facts and evidence to support your claims, and avoid making excuses or blaming others. For example, you can show them your project plan, your quality standards, your risk assessment, or your previous track record. By doing this, you can demonstrate your professionalism and credibility, and help them understand the trade-offs and implications of their demands.

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Dimitri K.

Lawyer, Managing Consultant, FIP, CIPM, CIPT, CIPP/E
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When explaining the limitations of setting deadlines in contract negotiations, it is important to consider the following points: 1. complexity of fulfilment ?? 2. uncertainty about future events ?? 3. risks of non-fulfilment ?? 4. need for flexibility ?? 5. historical experience ?? By clearly communicating these limitations, the client can gain a better understanding of the challenges and consider alternative solutions.

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3 Offer alternatives

The third step is to offer alternatives that can satisfy both parties' interests and goals. Instead of rejecting their deadlines outright, or accepting them without negotiation, try to find creative and mutually beneficial solutions that can balance time, quality, and cost. For example, you can propose to deliver the project in phases, to prioritize the most critical features or tasks, to adjust the scope or specifications, or to allocate more resources or support. You can also use incentives or penalties to motivate them to agree to your deadlines, such as discounts, bonuses, or liquidated damages.

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Dimitri K.

Lawyer, Managing Consultant, FIP, CIPM, CIPT, CIPP/E
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When offering alternatives in contract negotiations, it is important to address the client's concerns: 1. more flexible deadlines ?? 2. milestones instead of rigid deadlines ?? 3. supplementary clauses for additional protection ?? 4. transition periods for adaptation ?? 5. performance-based deadlines for realism ?? By offering these alternatives, the client's needs can be better met while achieving the objectives of the contract.

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4 Focus on value

The fourth step is to focus on the value and benefits that you can provide to your client or partner, rather than on the deadlines themselves. Remind them of the reasons why they chose you in the first place, and how your project or service can help them achieve their desired outcomes and solve their problems. Emphasize the quality, reliability, and uniqueness of your work, and how it can give them a competitive edge or a positive return on investment. By doing this, you can shift the conversation from a win-lose to a win-win scenario, and make them more willing to compromise on the deadlines.

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Dimitri K.

Lawyer, Managing Consultant, FIP, CIPM, CIPT, CIPP/E
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To focus on the value and benefits for the customer or partner, it is important to emphasise the positive effects of the contract: ?? Communicate the benefits, e.g. cost savings or improved efficiency. ?? Develop customer-centred solutions that meet their needs. ?? Emphasise the long-term partnership and flexibility for sustainable cooperation ?? Demonstrate your adaptability and support to meet customer needs. This approach allows you to strengthen customer relationships and achieve long-term success.

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5 Seek commitment

The final step is to seek commitment and confirmation from your client or partner on the agreed deadlines. Make sure that you document the terms and conditions of the contract, and that you communicate them clearly and consistently to all the relevant parties. You should also establish a regular feedback and reporting mechanism, to monitor the progress and performance of the project or service, and to address any issues or changes that may arise. By doing this, you can ensure that you deliver on your promises, and that you maintain a positive and trusting relationship with your client or partner.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your client or partner is resistant to negotiating deadlines in contract negotiation?

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2

3

4

5

6

1 Understand their reasons

2 Explain your constraints

3 Offer alternatives

4 Focus on value

5 Seek commitment

6 Here’s what else to consider

Contract Negotiation

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What do you do if your client or partner is resistant to negotiating deadlines in contract negotiation?

1

2

3

4

5

6

1 Understand their reasons

2 Explain your constraints

3 Offer alternatives

4 Focus on value

5 Seek commitment

6 Here’s what else to consider

Contract Negotiation

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