Introduction

We share with you a column by Chris Voss about “take it or leave it” situations. I believe this is very interesting for the readers of this blog with a knack for negotiation. Almost everybody, I expect.

Chris Voss has written the book “Never split the difference”. This hugely interesting book shows you the negotiation techniques applied by the FBI during hostage negotiations. The “technical” aspects are explained in a narrative way. You can also use them in your Project Business negotiations. The paperback version has cost me about seven euros. It is a pleasure to read, thrilling with those FBI examples. And, of course, an opportunity to improve your negotiation techniques.

Definition of a ‘take it or leave it’ offer

Usually, in the Project Business, Clients/Owners are the ones formulating a “take it or leave it offer”. It is an offer that you may only accept 100%, as it is, without any change. Otherwise, you will have to leave the negotiating table without agreement. The assumption is that the Client will then immediately start negotiating with another possible Contractor. However, whether restarting is a credible option, or not, depends on how far you have come in the negotiations process. Also, to what extent competitors will make the expected concessions?

Link to the article

You can find the article by Chris Voss by clicking here.

You can read more articles on negotiation on this blog by clicking here.

AfiTaC.com is the blog on commercial and contractual subjects for the Project Businesses (Construction, Infrastructure, Oil & Gas, Power & Renewable, Water Supply & Sanitation, etc). Its objective is to stimulate reflection, learning, convergence to balanced contracts and positive dispute resolution. You can subscribe to our newsletter by writing to “newsletter@afitac.com”. You can also connect to our LinkedIn page. Engagement with the readers is what keeps us going. So, don’t hesitate to exchange with us by commenting here below, liking our publication on LinkedIn and writing to us “info@afitac.com”. 


Jan Bouckaert

Jan Bouckaert has 25 years of worldwide experience in negotiation of complex construction, renewable energy, power and infrastructure projects. He is also specialized in contract management, risk management and alternative dispute resolution. During Jan’s career path, he lived in France, Belgium, Egypt, India and Portugal and worked for GE Renewable Energy, Alstom Hydro, Besix/Six Construct. He is a Civil Engineer from the University of Leuven (Belgium) and has an MBA from ISEG (Portugal). He speaks fluently English, French, Portuguese and Dutch. Jan is the founder of AfiTaC, a company giving advice on international tenders and contracts. Be welcome to connect on LinkedIn: https://www.linkedin.com/in/afitac/

3 Comments

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