Manufacturers that “get it” and professional manufacturers’ representatives know that for the relationship to succeed and last a really long time, the agreement they negotiate and sign needs to work for both of them.
MANA recently conducted a MANAcast on “Creating Fair and Balanced Agreements” that addressed this issue. As always, we recorded the MANAcast.
If you are negotiating with a principal focused on an agreement that only works for them, you might want to send them this link to the MANAcast recording.
Hopefully, if they listen to the recording, they may then realize their approach would not work for them either.