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 injunction came the same day. What restarted the plants was twenty hours in a room.

The injunction came the same day. What restarted the plants was twenty hours in a room.

Tina Gerbec
Published on: 05/09/2026

In August 2016 two suppliers stopped delivering to Volkswagen and six German plants went quiet. A court order arrived within hours. The plants restarted after twenty hours of negotiation, and the opening move had already decided what the conversation

negotiationsupply chain negotiationprocurementopening movedependencysupply securityjust in timeVolkswagenPreventescalationThe Human Signal
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Elvis wanted her song. His manager wanted half of it.

Elvis wanted her song. His manager wanted half of it.

Tina Gerbec
Published on: 07/08/2026

An offer from the biggest star in the world came with a standard condition: half the publishing. What Dolly Parton read in that demand, and why the no of 1974 became one of the most valuable decisions in music. A look at demands as information, and a

negotiationDolly PartonElvis Presleypublishing rightswalk-awayleverageThe Human Signalreading signals in negotiationlong-term valuedeal goals
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