How to Determine the Real "Drop Dead Date" in a Negotiation

We live in an age where you have to be very careful where you're getting your information from. 

Take nothing for granted. Question everything. And always consider the source. 

I'm not just talking about politics. This is just as true at work.

For executives who are involved in high stakes supplier negotiations, it can be really tricky to discern the "fake news" from the "truth".

Drop dead dates are a great example. 

The supplier would have you believe that the world is going to come to a crashing end if you don't get a deal done by their deadline. 

You'd like to believe that the supplier is manufacturing urgency just for the sake of hitting their quarterly or annual revenue targets. 

The truth is probably somewhere in between. 

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