Can you work with these people?
As well as being the route to the final agreement, the negotiation phase is the period where a client and supplier really get to know one another. So it is here that the cultural fit between them is really tested, sometimes to breaking point.
In this book we have used many analogies related to personal relationships – courtship, engagement, marriage, nurturing offspring. Don’t get us wrong: outsourcing is not about love. But it is about positive relationships between people. We would strongly advise any CEO and board not even to consider outsourcing their activities to a supplier with whom they did not feel they could have a close personal relationship on a day-to-day basis, as if those people were working within ...
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