Case Study “Walk Away?” Part 2

The CEO realised that she had come across too aggressively (after discussion with her team) and sent a letter to the CEO and Team at the IT Partner Company.

She apologised for her behaviour and acknowledged that she had been out of line.

Having been more fully briefed by her team she realised that the work done by the teams was good – and she invited the IT Partner Company to return so that the deal could go ahead.

Would you have returned?  

What are some of the considerations for, and considerations against, going back to the negotiating table?

In the case above, the IT company chose not to engage further and did walk away from the deal.