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Article: Controlling the negotiation. (printing contract negotiations)
- Article from:
- Folio: the Magazine for Magazine Management
- Article date:
- June 1, 1990
- Author:
CopyrightCOPYRIGHT 1990 Copyright by Media Central Inc., A PRIMEDIA Company. All rights reserved. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Printing contract negotiations set the tone for your relationship with your most important supplier. So don't go to the table with the idea that you're going to war
It's no wonder that we treat the negotiation of a printing contract with care. Contracts have the power to determine what will happen in the future. Unfortunately, we sometimes act as if they also have the power to predict the future-which they don't.
If there is a single stumbling block in any negotiation, it's the tendency for negotiators to act as if difficulties could or should never arise. Printers tell you that you don't need protection from a certain calamity because they are so ...