Day 201: A buyer redlines net-30 to net-90 and calls it “standard

💡 Tip — Day 201

A buyer redlines net-30 to net-90 and calls it “standard.” That position can hide two different needs: a firm procurement policy or temporary cash-flow pressure. Before countering, ask: “Is net-90 required by policy, or is the goal to protect cash flow during a specific period?” The answer shows where flexibility may exist. A policy issue needs an exception path; a timing issue may allow a different payment structure without surrendering the full term. 🎯 Try this today: Add that exact question to the notes for one negotiation with disputed payment terms.