MKT.4:5.4 - Two allowed concessions exceed the whole support capacity

In a constructed negotiation, a provider seeks €12,000 for a base implementation using twelve specialist hours. Its representative may offer the base down to €10,500, but the supplied economic comparison puts the acceptable lower boundary at €10,800 under the base conditions. The authorized minimum is therefore not the working lower boundary. The proposed customer use and available alternatives supply reasons to discuss the opening; they do not guarantee acceptance.

The customer asks for operator training and data migration. Each takes six additional hours from the same specialist. Twenty hours are actually allocated for the whole implementation in the required window. Each addition fits alone at eighteen hours; both need twenty-four. A list of permitted concessions would conceal that incompatibility.

The provider qualifies two complete packages: training with customer-supplied prepared data, or migration with an already qualified customer trainer. Price, economic acceptability, schedule and responsibilities are checked for each package; the base price boundary is not silently reused for changed work. The customer has no qualified trainer, but its data owner can supply the prepared data. The parties therefore compare the training package, priced at an accepted €11,400, with other suppliers and deferral. The customer authorizes that package and reserves operator time; the provider commits the eighteen hours. These are stipulated decisions, not an estimate of market willingness to pay.

If the data owner then cannot supply the data, retain the explained training need and reopen the package. Adding the six migration hours exceeds the allocated capacity. Obtain another qualified contribution, agree different timing or scope, or defer. Neither the customer’s enthusiasm nor the seller’s discount authority supplies those hours.