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On Second Thought

In: Negotiating Life

Author

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  • Jeswald W. Salacuse

Abstract

Remember that big sales contract you negotiated last fall, the one that got you a fat year-end bonus? Well, your manufacturing department has just told you that delivery will be two months late. It’s your job to persuade your customer to accept a new date without canceling the deal. And that’s not all. That contract to put a new roof on your house? Halfway through the job, the roofer is asking for a meeting to revise the price due to a sudden large increase in the cost of building supplies.

Suggested Citation

  • Jeswald W. Salacuse, 2013. "On Second Thought," Palgrave Macmillan Books, in: Negotiating Life, chapter 17, pages 211-218, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-31874-9_17
    DOI: 10.1057/9781137318749_17
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