Your client is unhappy with the contract terms. How will you salvage the deal at the eleventh hour?

Contracts are very critical to execute the job sucessfully and deliver the scope so its imperative to listen to your clients concern and be realistic . I never work a contract which is only for one party .We should have practical, fair and netural approach.

Organize uma reuni?o com o cliente o mais rápido possível para discutir suas preocupa??es. Isso mostra que você está levando a insatisfa??o a sério e está comprometido em encontrar uma solu??o. Durante a reuni?o, ou?a atentamente as preocupa??es do cliente sem interromper. Fa?a perguntas abertas para entender completamente os pontos de insatisfa??o. Demonstre empatia e interesse genuíno em resolver o problema.

Getting an understanding of the client's motivation, not necessarily the concern, is critical. Dissatisfaction or concerns arise from the respective outcome expectations, view therefore from opposite sides of the table may not be the same! Make calculated trade offs keeping in mind the motivations/expectations on both sides.

Contracts can be tricky, right? Here’s the deal: first, listen. Really listen. When your client’s unhappy, it's your job to understand why. Don’t jump to conclusions — hear them out, and make sure they know you're on their side. Pinpoint the exact terms that are rubbing them the wrong way. Is it a deadline? A clause? Find out. This isn't about brushing them off; it’s about making them feel heard and respected. Get the facts, show empathy, and build trust. This is how you turn a potential mess into a win-win situation.

When negotiations hit a snag, don't panic. Instead, explore alternatives. Maybe tweak a few terms or throw in a little extra value elsewhere. Get creative. The goal? Find a middle ground that keeps the deal on track. Flexibility is key, but don’t bend until you break. Balance is everything — meet your client halfway while still guarding your own interests. Sometimes, the best solutions are the ones you didn’t see coming. Stay open, stay sharp, and remember: there's always another way to make it work. ??

I've had instances where negotiations have stalled and field teams have an immediate need of a product or service. I investigated if the supplier is a sub under an existing supplier agreement and determine whether a one time or ongoing purchase can be pursued.

The customer remains the one who decides to sign or not, so listen to him in order to understand what seems to be the problem (according to him). The good communication should avoid to end the selling process with such a case. However if it happens, get back at the point where both customer and yourself were agreeing and renew the proposal adapting to the request of the customer (partner). I would rather see a customer or a provider as a partner

Em situa??es críticas, a habilidade de explorar alternativas pode ser a diferen?a entre perder ou salvar um contrato. Siga a orienta??o de especialistas como Chris Voss em "Never Split the Difference": ou?a ativamente, entenda os reais interesses do cliente e crie op??es que agreguem valor para ambos. Pense além do contrato atual: revise prazos, servi?os adicionais ou condi??es de pagamento que fa?am sentido para ambos. Esteja preparado para ajustar o escopo e manter a qualidade. A chave é negociar com empatia, transparência e foco no longo prazo. Flexibilidade sem perder a essência é o que transforma uma crise em oportunidade.

Con las preocupaciones claramente identificadas, el siguiente paso es explorar diferentes vías de solución. Esto puede implicar modificar ciertos términos del contrato, ajustar plazos de entrega, modificar precios, o incluso redefinir el alcance del proyecto. La clave está en mantener la flexibilidad y estar abierto a propuestas que puedan parecer fuera de lo convencional. Es importante involucrar al cliente en esta etapa para co-crear soluciones que se adapten mejor a sus necesidades y expectativas.

I would: 1. Break issue(s) into sub-topics, and group them into critical and non-critical ones. 2. Find common ground to agree upon, possibly agree to disagreements on the less critical sub-topics. 3. For the critical ones, strive towards agreement at mid-point, or complete win. 4. If deadlock on remaining sub-topic(s), suggest time-out for further negotiation at a re-scheduled date/time.

é necessário elencar as pendências a serem resolvidas, tendo como foco as preocupa??es do cliente. Para tanto, recomenda-se elencar todas elas em ordem de complexidade e urgência, priorizando-se a mais difíceis em detrimento daquelas que s?o consideradas pormenores à negocia??o.

Share your big picture view of what it boils down to (i.e., benefits vs. risks and best & worst-case scenarios) in order to help the client be more objective and make a decision. Perhaps give them the context of comparable deals (e.g., our biggest clients do not get a better rate than that), so that they have a more macro view than simply whatever detail troubles them.

Determine quais s?o os problemas mais urgentes e que têm maior impacto no negócio. Aborde primeiro os problemas mais críticos para mostrar ao cliente que você está comprometido em resolver as quest?es mais importantes. Crie um cronograma para resolver cada problema, garantindo que todos os pontos sejam abordados de maneira oportuna e para que o cliente possa acompanhar a evolu??o.

No todas las preocupaciones tienen el mismo peso. Es esencial priorizar los problemas basándote en su impacto potencial en la relación comercial y en el éxito del proyecto. Evalúa cuáles son los puntos críticos que, de no ser resueltos, podrían llevar a la ruptura del contrato. Abordar primero estas cuestiones prioritarias asegura que se están tomando medidas efectivas y que se está construyendo un camino hacia una solución satisfactoria.

Use clear and straightforward language to avoid confusion. Summarize important discussions and agreements to make sure everyone is on the same page. After a conversation, send a written summary to confirm any decisions or changes. This helps keep everyone in the loop.

La comunicación efectiva es la herramienta más poderosa en la gestión de conflictos. Durante todo el proceso, asegúrate de mantener una comunicación abierta, honesta y transparente. Explica de manera clara y concisa cada ajuste o alternativa propuesta, incluyendo los beneficios y las posibles limitaciones. Utiliza un lenguaje que sea fácilmente comprensible para el cliente, evitando la jerga técnica innecesaria. Una comunicación clara ayuda a eliminar malentendidos y construye confianza.

In essence, an agreement is the clear written communcation between the parties regarding its subject matter. Before reaching an agreement, both parties communicate each other with clear medium or language such as english. Less clearness in communication both oral or written can create misunderstanding on subjective topics which are critical to business dealing or negotiation. In my point of view, clear communication is the highest important point in these six points because other five points cannot be fruitful without having clear communication.

Durante a reuni?o, apresente as alternativas de forma clara e objetiva. Explique como cada op??o pode resolver as preocupa??es do cliente e os benefícios mútuos que podem ser alcan?ados.

When a client is unhappy with contract terms, clear communication is crucial. Start by actively listening to their concerns to fully understand their perspective. Present your solutions transparently, explaining how they address the issues while being honest about what can and cannot be changed. Encourage the client to share feedback and be flexible in finding common ground. The goal is to reach a fair resolution that respects both parties' needs, ensuring a positive outcome and strengthening the relationship for the future.

Building rapport goes beyond just maintaining good relationships; it's about understanding and aligning with the broader goals of your team and stakeholders. By showing empathy and genuinely engaging with others, we create a foundation of mutual respect and shared vision, which is crucial for leading through change and driving innovation. Practical tip for building rapport is to actively practice "mirroring" during conversations. This involves subtly matching the tone, pace, and body language of the person you’re speaking with. For example, if your client is speaking calmly and slowly, try to adjust your own speech to be similarly calm and measured. This technique helps create a subconscious connection!! #agile #rapport #communication

Más allá del contrato en sí, es fundamental fortalecer la relación con el cliente. Esto implica mostrar empatía, entender su perspectiva y demostrar compromiso con su éxito a largo plazo. Fomenta un ambiente de colaboración y respeto mutuo, donde el cliente se sienta valorado y escuchado. Una relación sólida es un activo que puede facilitar la resolución de conflictos presentes y futuros, además de abrir oportunidades para nuevas colaboraciones.

Enquanto uma negocia??o estiver em andamento, mostrar a evolu??o ao cliente, Através de repport mostra comprometimento e dedica??o. é um forma de fidelizaro cliente e dar aten??o. Assim ele se sente atendido

El logro de una buena relación no se refiere a una relación de mutua simpatía sino que que, por el contrario, a generar confianza en la seriedad y profesionalismo tanto del equipo de negociación como de la empresa en sí misma (en este último caso respecto del cumplimiento del contrato que eventualmente se vaya a celebrar). Lo anterior pasa, en parte, por proponer contratos cuya redacción sea clara, que se pronuncie respecto de todos los riesgos del contrato y que no deje temas complejos a ser resueltos más adelante (a menos que se fijen los parámetros por los cuales se resolverá el asunto); la consistencia y transparencia en la exposición de nuestra postura también incentiva el desarrollo de una óptima relación entre las partes.

Without client's satisfaction, I wouldn't call that document a Contract because the alignment of clients expectations is actually the base of contract and finalised negotiations. So, In my opinion. This all should be taken care of prior to preparation of contract

Una vez acordados los nuevos términos, es vital documentar todos los cambios de manera precisa y clara. Esto no solo protege a ambas partes, sino que también proporciona una guía clara sobre cómo se llevarán a cabo las operaciones futuras. Asegúrate de que el cliente tenga copias de todos los documentos y que se comprenda completamente el contenido. Un cierre adecuado del trato no solo cumple con los requerimientos legales, sino que también refuerza la profesionalidad y la fiabilidad de tu organización.

Why has the matter even come to the 11th hour? If a client is unhappy with the commercials, then there must be a misunderstanding of the scope and objectives when the discussions started with the client. As a contracts expert, ensure that you pay attention early on and gain a comprehensive understanding of the arrangement. If the issue is with legal terms, then, again, a comprehensive understanding early on allows you to appropriately identify risks and address them. At the 11th hour, at most, you should only have to make some minor adjustments. Regardless, if the client is unhappy at the 11th hour, make that last push to understand the arrangement properly, reassure your client, and finalize the terms. Burn the midnight oil if needed.

Se um acordo for alcan?ado, documente todas as altera??es de forma clara e detalhada. Certifique-se de que todas as partes estejam cientes e de acordo com os novos termos. Após a renegocia??o, mantenha um acompanhamento regular com o cliente para garantir que as novas condi??es est?o sendo cumpridas e que ele está satisfeito com o progresso. Solicite feedback contínuo do cliente para identificar e resolver quaisquer problemas adicionais rapidamente. Isso ajuda a manter um relacionamento positivo e a evitar futuras insatisfa??es.