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    Negotiation Frames Entry #0346

    Why the second-lowest bid often wins a tender

    The lowest bid is the one that most likely misjudged the work. Buyers who have been burned learn to read it as a warning rather than an offer.

    Novice
    The hidden part #0346

    A competitive tender selects the bidder who most underestimated the work. The lowest number is evidence about the bidder, not about the price.

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    Brand Language Entry #0494

    Why the word solution replaced the word product

    A product has edges, a price and a comparison set. A solution has none of those, because the noun describes an outcome the buyer wants rather than a thing being sold.

    Adept
    The hidden part #0494

    A product can be compared. An outcome has to be defined first, and whoever defines it controls what the comparison includes.

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