You're handling a high-stress negotiation with a client. How do you adapt to their ever-changing terms?

Question

Master high-stress negotiations when clients change terms. Maintain open communication, prepare for various outcomes, and control emotions for success.

Chukuka Chukuma · Accepted Answer

In high-stress negotiations, especially with clients who frequently shift their terms, staying adaptable and composed is essential:

1.	Stay flexible but firm: I listen carefully to the client’s changing terms, acknowledging their concerns while maintaining clarity on my non-negotiables. This approach helps me adapt without compromising core interests.
	2.	Clarify and document: I ensure each adjustment is clearly communicated and documented, so both sides have a record of agreed points. This prevents misunderstandings and keeps the negotiation grounded, even as terms evolve.

Svyatoslav Tsypin · Answer

In stressful negotiations with a client who constantly changes the terms, it is important to manage uncertainty while maintaining structure. The key tool here is dynamic modeling of the terms of the transaction in real time, allowing you to instantly assess the impact of changes on NPV, IRR, and liquidity. I build alternative transaction scenarios, anticipating the client's possible steps. I reduce tension by focusing on the mutually beneficial aspects of changes. It is important to maintain flexibility, but not to lose control: through financial covenants and legal clauses, I protect the interests of the bank, while providing the client with the necessary guarantees of security and sustainability of the transaction.

You're handling a high-stress negotiation with a client. How do you adapt to their ever-changing terms?

Investment Banking

You're handling a high-stress negotiation with a client. How do you adapt to their ever-changing terms?

Investment Banking

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