Downgrading
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Negotiation Anatomy™
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Downgrading personnel is the process of finding a cheaper unit to do the same job.
When the JC was but a stripling clerk, his senior partner assigned to him the job of reviewing this speculative new contract for an important finance client. The client will take potentially massive, long-tenor exposures under this new contract. It is potentially ruinous. We must make sure it is safe!
His eyes glittered. it was the gleam of a man envisaging the accrual of enormous professional fees.
I looked at the contract and slowly mouthed its title: “Eye-ess-dee-aye”, I said. It was beautiful in its mystifying obligqueness.