I was in a contract negotiations meeting for several hours yesterday. The most notable quote came after the customer was asking for the basis of estimates for the scope of work being proposed.
I think both the vendor and customer could have done a lot better if they had just valued customer collaboration over contract negotiation.
I felt like I was watching a first-time buyer at a used car dealership. When the sticker price is in the Millions of dollars, it becomes a very interesting game of poker. As usual, my job was not to negotiate. It was merely to observe and advise.
Vendor: You’re saying the LOE is too high.
Customer: No, I’m saying I want you to justify your LOE.
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