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Negotiation Frames
Entry #0345
The reason precedent outranks logic in a renewal
A renewal is not priced from scratch. Last year’s terms become the reference, and any move from them requires a justification that they never did.
Master
The hidden part
#0345
Last year’s terms need no argument and any change does. The reference point is not a position in the negotiation; it is what the negotiation is measured from.