Topic: Negotiation

Found 6 entries.

• My Rant About 'Rough Draft' Folders: Either Decide, or Don’t Disclose

  Uploading 'Draft' versions of documents is a self-inflicted wound. Comments and track changes reveal internal doubt and potential fraud. We disclose only the Final State.

• ‘Quick Question’ Becomes a New Workstream: The Lie We Tell Ourselves

  There is no such thing as a small addition in the final week. Scope creep disguises itself as curiosity. Learn to price the 'Quick Question' or lose your margin.

• This Contract Is a Trap: The Three Pages That Matter More Than the Features

  We spend weeks demoing features and minutes reviewing the Terms of Service. This is backwards. The software is the bait; the contract is the trap.

• I Will Not ‘Trust the Roadmap’: Procurement Is Not Faith

  A vendor's roadmap is a marketing document, not a legal one. Why we refuse to sign contracts based on features that exist only in a PowerPoint.

• The Myth of 'Transparency Means Everything': Materiality Still Exists

  Over-disclosure is not transparency; it is a risk surface. We define materiality to ensure you disclose enough to pass scrutiny without handing the buyer ammunition they didn't ask for.

• Staged Disclosure: Interest Is Not Commitment

  Granting full access immediately is a strategic failure. We implement a Two-Gate Protocol: The Teaser for the curious, and The Vault for the committed.