The buyer said its supplier asked for more to keep delivering. Five weeks later, the supplier had a new owner, and the buyer was helping to pay for it

The buyer said its supplier asked for more to keep delivering. Five weeks later, the supplier had a new owner, and the buyer was helping to pay for it

Tina Gerbec
Published on: 16/10/2026

In 2018, engine maker Deutz said its foundry asked for higher prices, one-off payments and purchase commitments to keep delivering. Deutz went to court, then backed a new owner for the supplier.

supplier negotiationsupply stopprocurementpurchasing risksupplier dependencybuyer powerpreliminary injunctionDeutzNeue Halberg GussPrevent groupThe Human Signal
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The penalty clause was there to protect the buyer. In 2013, the buyer's own consultant warned the ceiling would soon be reached.

The penalty clause was there to protect the buyer. In 2013, the buyer's own consultant warned the ceiling would soon be reached.

Tina Gerbec
Published on: 08/10/2026

In 2010 SBB ordered 59 trains from Bombardier. The delay penalties had a ceiling, the buyer's own change requests became the supplier's argument, and most of what the 2023 settlement lists came as warranty, parts and training rather than money.

negotiationcontract negotiationpenalty clauseprocurementsupplier negotiationdelay penaltiespenalty capchange requestsrenegotiationsettlement in kindSBBBombardierAlstomThe Human Signal
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The list price was sixty million dollars a plane. Ryanair reportedly paid twenty-eight.

The list price was sixty million dollars a plane. Ryanair reportedly paid twenty-eight.

Tina Gerbec
Published on: 01/10/2026

Ryanair ordered one hundred Boeing 737s in January 2002 at reportedly under half the list price. The number was decided eighteen months earlier, by two cancelled contracts and a public offer for used aircraft that most people never saw.

negotiationnegotiation preparationBATNAwalk-away alternativeprocurement negotiationsupplier negotiationnegotiation leveragebuyer poweropening moveRyanairBoeingAirbusMichael O'LearyThe Human Signal
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The terms were signed once. They decide who carries the risk.

The terms were signed once. They decide who carries the risk.

Tina Gerbec
Published on: 24/09/2026

dm's standing conditions agreement decided who carried the risk when a product did not sell: returns, delisting at any time, and the cost of clearing store stock. Three of those clauses were rewritten in October 2025. None of what moved was a price.

negotiating non-price termsrisk allocation in supplier contractswho carries the risk when a product does not sellretail supplier negotiationdelisting clausereturns of unsold stockminimum listing periodstanding conditions agreementannual negotiation in food retailunfair trading practices in the food supply chainnegotiation case studycommercial negotiationprocurement negotiationThe Human Signal
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