Your superior is altering contract terms. How do you uphold the integrity of the deal?
Facing a shifting deal? Dive in and share your approach to maintaining a fair agreement.
Your superior is altering contract terms. How do you uphold the integrity of the deal?
Facing a shifting deal? Dive in and share your approach to maintaining a fair agreement.
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It is my experience that it is my superior's job to alter contract terms. Superiors intervene because I did not get approval to offer 'my' terms during the sales process. There is no such thing as "integrity of the deal." This is a romantic notion that doesn't fit in the reality of contracts and procurements. So called, "done deals" are constantly renegotiated, changed, modified and amended. That's life.
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As an owner of several company's I deal with this on a daily basis, being the superior sign off. Bottom line is, it's my company and I am ultimately responsible: However to ensure the team maintains the integrity, I have to ensure transparency and clear communication in the review process. It's essential to provide a detailed explanation of the challenges and changes, the rationale behind them. I may involve third party advisory board members and subject matters specialists to validate my position. To keep the team integrity I will sometimes play the "Good Cop" "Bad Cop" to ensure that the team maintains the key relationship with the customer and I will take the "Bad Cop" position to ensure the team keeps the integrity...
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In my experience, maintaining transparency and open communication is crucial when contract terms shift. I recommend: 1. Documenting all changes and discussions in writing 2. Clearly communicating any concerns with all stakeholders 3. Seeking alignment on modifications through proper channels 4. Ensuring all parties understand and agree to the adjustments 5. Keeping detailed records of the original terms and proposed changes The goal is to protect both parties while maintaining professional relationships. If terms must change, it should be a collaborative process with clear justification and mutual understanding. #ContractNegotiation #BusinessEthics #ProfessionalDevelopment
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As a Leader who has being doing deals for over 30 years, I have learnt from former bosses both good and bad. Key lesson for me coming up was, if you are the "superior" make sure you articulate to the team your landing point objectives and give them a range and thus empowering them to negotiate. If it is about your own ego & power then the deal might abort or is sub optimal and no one is happy & everyone is frustrated. A key element is that every deal is different. Why? Because human beings are unique. Never assume that you know the other side's deal motivation. People buy people. Research, take time to build rapport & trust & ask loads of questions to understand their WHY? You can then find a mechanic in a contract that can solve any issue.
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A contract is an agreement between 2 parties, seniority means nothing and carries no authority to alter the conditions without mutual consent. A simplistic approach but contractually the correct one.
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The situation needs to be handled very carefully. Do the deep diving and homework to understand what terms are altered, why it has been altered, their impact on the business, and whether they are ethical and reviewed internally with the company legal counsel. Have an open discussion with your manager, and hear his/her opinion. Ensure every communication is well-documented and the customer is acknowledging it. Bring multiple stakeholders from your company and from the customer side to have accountability and transparency into contract discussion. Such actions can help to maintain the integrity of the deal.
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Most contract agreements usually have clauses that allow for amendments or alterations, or at least a procedure for the same. If this is the case, then you have nothing to worry. However, if the purported alteration by your superior is unsanctioned by the contract or ultra vires the consent of the parties, then you’ll need to deal a lot more carefully. First have a meeting with your superior to have a thorough understanding of the issues at hand. Next, look for stronghold areas that you can gently wield in bringing the other party to a concession. These are areas of compromise that may likely vary the compound interests but not extinguish the expected benefits inherent the contract. In all, let the parties see their interests protected
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I focus on clear, constructive communication to uphold the deal's integrity when a superior alters contract terms. I address any changes impacting legal compliance or the agreed balance between parties, explaining potential risks or unintended consequences. Where terms may undermine trust or fairness, I recommend alternative clauses that align with the original intent. By framing these insights as ways to strengthen the agreement’s stability and future value, I maintain the deal’s integrity and the client’s confidence, supporting an outcome that protects all parties involved.
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When a superior alters contract terms, it is critical to uphold the integrity of the deal by maintaining transparency and professional dialogue. First, respectfully raise concerns about the changes, focusing on the long-term implications for all parties involved. Frame the discussion around mutual benefit and alignment with the original objectives, highlighting the importance of honoring commitments. Ensure all alterations are well-documented and mutually agreed upon in writing. Where necessary, involve a third party, ideally a legal counsel to safeguard compliance and fairness, ensuring the deal remains ethical, balanced, and beneficial for both parties.
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When ever the terms are approved by senior in written they can’t modify the same as it’s hold good as an evidence. Further if at any point the terms are manipulated I will try to uphold the integrity of the organisation
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