Mid-negotiation curveballs? That’s when the real game begins. Here’s how I handle it: 1. Stay composed. A surprise isn’t a setback; it’s an opportunity to recalibrate. 2. Refocus on mutual value. Reiterate shared goals to steer the conversation back to win-win territory. 3. Hold your leverage. Identify the value you bring and tactfully remind them why they need you. 4. Reframe the shift. Turn the change into an advantage by proposing terms that better align with your priorities. Adaptation isn’t weakness—it’s strategy. The best deals are secured not by rigidity, but by staying agile and focused on the endgame.

Changing terms mid negotiation by vendor may create opportunities for negotiation for re-drafting the terms to achieve win win situation (except the terms which are non negotiable). Important is to be patiently listen to the vendor for need of changing terms and analyze its effects on project completion / material delivery and its impact from quality, schedule and financial perspective. Other points to be taken into account is available options which may play crucial role in negotiation with the vendor seeking change in terms.