Big Customer Negotiating: Dancing with a Gorilla
Holden Advisors
OCTOBER 21, 2021
Let’s take a look at how GE evolved to a sole-supplier partnership with Boeing. GE won the deal and became sole supplier of engines for three versions of the 777. Sellers need enough confidence and willingness to lose the business to get a profitable deal. So, if you feel like you’re dancing with a gorilla, change the music.
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