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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Carrefour put a sign where the Pepsi used to be. The sign was the negotiation.

Carrefour put a sign where the Pepsi used to be. The sign was the negotiation.

Tina Gerbec
Published on: 24/07/2026

In 2024 Carrefour pulled PepsiCo from its shelves and left a sign in the gap. What the Carrefour and PepsiCo story teaches about positioning, power, and reading signals in negotiation.

negotiationCarrefour PepsiCo disputeretail negotiationsupplier negotiationFMCG negotiationprice increase negotiationdelistingretail mediapositioning in negotiationpower in negotiationreading signals in negotiationThe Human Signalnegotiation case study
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