Originally Posted by
sailingfun
So when you negotiated contracts you had no idea what the total dollar value the cost to your company was going to be when every part was complete? You negotiated without a concept of where you wanted that number to end up?
I knew exactly where I wanted to end up and always had a solid cost analysis. When the other party came to the table already conditioned to give something up, I moved my bar a little higher, because I knew their "defeatist attitude" moved the negotiation in my favor.