How do you handle someone trying to change small terms of a deal after it has been struck?

Our reader poll today asks: How do you handle someone trying to change small terms of a deal after it has been struck?

• I accept the change and move on as long as it’s not a huge issue: 37%
• I object strongly and hold them to the original terms: 19%
• I accept their change as long as they accept new changes of mine: 40%
• I call off the whole deal: 4%

Push back or let it slide? Last-minute contract or deal term changes can be frustrating. Sometimes it’s cold feet. Sometimes it’s an intentional negotiating strategy. Sometimes business needs just shift. The majority of you (60%) push back either by sticking to the original deal or asking for a concession of your own. Just be sure to assess the relationship impacts of such a move. Sometimes accepting the change and moving on is the best long-term strategy. But if you choose that approach, make a mental note so the next deal you strike with them either gets you a concession for the point you gave in on or your negotiating strategy contemplates some last minute changes and you leave some concessions in the deal in case you have to give something away at the last moment. And if you choose to negotiate this way, consider how it feels on the other side – you might win the point today but there will definitely be a cost in the future.

– Mike Figliuolo at thoughtLEADERS, LLC

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These results were originally a SmartPulse poll in SmartBrief on Leadership which tracks feedback from more than 240,000 business leaders. Get smarter on leadership and sign up for the SmartBrief on Leadership e-newsletter.