How to Negotiate Fair Terms After Winning a Tender
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Post-tender negotiation isn’t about being difficult — it’s about being fair, informed, and assertive. You’ve been selected because of your value and capability. That doesn’t mean you have to say yes to everything that follows.
🧠Come to the Table Prepared
Before the negotiation meeting or call:
- Re-read your submitted bid — know exactly what you offered
- Check the contract schedule and specification for changes
- Prepare questions about anything vague, missing, or assumed
This shows professionalism and signals that you’re not a soft target.
⚖️ What Fair Negotiation Looks Like
- You clarify scope — not expand it without funding
- You discuss deliverables — not absorb hidden costs
- You agree timelines — not accept unrealistic mobilisation
It’s okay to push back. In fact, it’s expected.
đź“Ś Document Everything
Keep written records of:
- What was agreed verbally
- Clarifications requested and responses received
- Any risks you raised or concessions made
This protects you if expectations later shift — and gives you leverage in implementation.
đź’ˇ Final Thought
You don’t need to say yes to everything just to keep the win. Negotiate like a professional — and protect the viability of the contract you worked hard to win.