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Published: Jul 10 , 2014
Author: Alan Smith

Size matters. But so do lots of other things. It’s all in the detail, and we all know that. So, why are so many problems only discovered after the ink has long dried? The temptation as we approach the end game of a long and difficult negotiation is to heave a great sigh of relief and run to the pub to celebrate a job well done over a glass of our favourite tipple...

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The Power of Adjournments

Anjana – a sales leader with an IT firm – is busy preparing for negotiations with a large bank on renewing her firm’s contract with them. Given it is a decent sized deal, Anjana has been preparing for these negotiations over the last several days by interlocking with the account delivery teams, getting buy-ins from the senior leadership & CFO on commercials, getting a handle on the likely strategies from the competition etc. It is no surprise, given the rigour of her preparation, that Anjana was feeling confident about her meeting with the Client CIO.

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