What should buyers avoid during negotiations at the contract award stage?

During negotiations at the contract award stage, offering too many concessions can weaken a buyer's position. Concessions in negotiations are typically perceived as compromises that shift advantage to the other party. If buyers provide excessive concessions, they may end up undermining their negotiation power, leading to an unfavorable contract outcome that might not reflect the true value of the deal.

Making too many concessions can signal desperation or a lack of clear objectives, leading the supplier to believe they can extract more favorable terms. It's crucial for buyers to maintain a balanced approach, advocating for their interests while still fostering a cooperative atmosphere. Appropriateness and moderation in concessions create room for negotiation without compromising essential terms that protect the buyer’s interests and ensure value.