Case Study – Overestimating the Weight of an Offer/Position

Description

AUDIO Case Study

In this gripping episode, we delve into a high-stakes negotiation standoff between XYZ Solutions and ABC Corporation over a custom ERP system contract. With XYZ’s firm $10 million proposal on the table, ABC expresses concerns about costs, but XYZ remains inflexible, leading to a critical deadlock. Discover how this impasse jeopardizes the entire deal and learn valuable lessons on the importance of empathy, flexibility, and understanding in negotiations. Tune in to avoid the pitfalls of rigid negotiation strategies!