MEPX
Chapter 9 of 10All chapters
  1. 1Preparation
  2. 2Positions and interests
  3. 3Creating value
  4. 4Anchors and offers
  5. 5Handling tactics
  6. 6Listening
  7. 7Relationship and reputation
  8. 8Salary and job offers
  9. 9Closing and writing it down
  10. 10Context and culture

Chapter 9 of 10

Closing and writing it down

Where deals quietly fail.

Confirm in writing

Summarise what was agreed, including scope, dates, payment and what happens on failure. Most disputes come from things both sides assumed differently.

  • Send the summary the same day, while memory is fresh.
  • Ambiguity favours whoever writes the contract, which is worth remembering.

Knowing when to stop

If no overlap exists between what each side can accept, there is no deal, and continuing wastes goodwill. Walking away politely keeps the option to return.