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How Sales Teams Undercut Themselves with Longtime Clients.

Λεπτομέρειες βιβλιογραφικής εγγραφής
Τίτλος: How Sales Teams Undercut Themselves with Longtime Clients.
Συγγραφείς: Astray, Tatiana1,2
Πηγή: Harvard Business Review Digital Articles. 5/6/2026, p1-9. 9p.
Θεματικοί όροι: *Client relations, *Negotiation, *Psychological safety, *Business losses, *Business ethics, *Teams in the workplace, Contract management
Περίληψη: The article focuses on how sales teams can unintentionally undermine their position with longtime clients by making premature concessions and negotiating contracts in isolation. It highlights that long-term relationships are not inherently strong and that the quality of the relationship—characterized by psychological safety and integrity—is crucial for effective negotiation and collaboration. The case of an industrial manufacturer illustrates how fragmented contract management and fear-driven concessions led to financial losses and weakened leverage. To reset these dynamics, sales teams should articulate their value clearly, coordinate negotiations across departments, and develop alternative clients to strengthen their negotiating position. [Extracted from the article]
Copyright 2026 Harvard Business Publishing. All Rights Reserved. Additional restrictions may apply including the use of this content as assigned course material. Please consult your institution's librarian about any restrictions that might apply under the license with your institution. For more information and teaching resources from Harvard Business Publishing including Harvard Business School Cases, eLearning products, and business simulations please visit hbsp.harvard.edu. (Copyright applies to all Abstracts.)
Βάση Δεδομένων: Business Source Index
FullText Text:
  Availability: 0
Header DbId: bsx
DbLabel: Business Source Index
An: 193637651
RelevancyScore: 1487
AccessLevel: 6
PubType: Periodical
PubTypeId: serialPeriodical
PreciseRelevancyScore: 1486.61413574219
IllustrationInfo
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  Label: Title
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  Data: How Sales Teams Undercut Themselves with Longtime Clients.
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  Data: <searchLink fieldCode="AR" term="%22Astray%2C+Tatiana%22">Astray, Tatiana</searchLink><relatesTo>1,2</relatesTo>
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  Data: <searchLink fieldCode="JN" term="%22Harvard+Business+Review+Digital+Articles%22">Harvard Business Review Digital Articles</searchLink>. 5/6/2026, p1-9. 9p.
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  Data: *<searchLink fieldCode="DE" term="%22Client+relations%22">Client relations</searchLink><br />*<searchLink fieldCode="DE" term="%22Negotiation%22">Negotiation</searchLink><br />*<searchLink fieldCode="DE" term="%22Psychological+safety%22">Psychological safety</searchLink><br />*<searchLink fieldCode="DE" term="%22Business+losses%22">Business losses</searchLink><br />*<searchLink fieldCode="DE" term="%22Business+ethics%22">Business ethics</searchLink><br />*<searchLink fieldCode="DE" term="%22Teams+in+the+workplace%22">Teams in the workplace</searchLink><br /><searchLink fieldCode="DE" term="%22Contract+management%22">Contract management</searchLink>
– Name: Abstract
  Label: Abstract
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  Data: The article focuses on how sales teams can unintentionally undermine their position with longtime clients by making premature concessions and negotiating contracts in isolation. It highlights that long-term relationships are not inherently strong and that the quality of the relationship—characterized by psychological safety and integrity—is crucial for effective negotiation and collaboration. The case of an industrial manufacturer illustrates how fragmented contract management and fear-driven concessions led to financial losses and weakened leverage. To reset these dynamics, sales teams should articulate their value clearly, coordinate negotiations across departments, and develop alternative clients to strengthen their negotiating position. [Extracted from the article]
– Name: AbstractSuppliedCopyright
  Label:
  Group: Ab
  Data: <i>Copyright 2026 Harvard Business Publishing. All Rights Reserved. Additional restrictions may apply including the use of this content as assigned course material. Please consult your institution's librarian about any restrictions that might apply under the license with your institution. For more information and teaching resources from Harvard Business Publishing including Harvard Business School Cases, eLearning products, and business simulations please visit hbsp.harvard.edu.</i> (Copyright applies to all Abstracts.)
PLink https://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=bsx&AN=193637651
RecordInfo BibRecord:
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    Languages:
      – Code: eng
        Text: English
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      Pagination:
        PageCount: 9
        StartPage: 1
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      – SubjectFull: Client relations
        Type: general
      – SubjectFull: Negotiation
        Type: general
      – SubjectFull: Psychological safety
        Type: general
      – SubjectFull: Business losses
        Type: general
      – SubjectFull: Business ethics
        Type: general
      – SubjectFull: Teams in the workplace
        Type: general
      – SubjectFull: Contract management
        Type: general
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      – TitleFull: How Sales Teams Undercut Themselves with Longtime Clients.
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            – D: 06
              M: 05
              Text: 5/6/2026
              Type: published
              Y: 2026
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            – TitleFull: Harvard Business Review Digital Articles
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