Case 9. The Client Meeting Objectives: To explore the need to be specific with those whom you represent To explore the impact of not asking for specifics Trainer's Notes: Many participants will feel "the client trusts you, so don't worry; everything will work out." It is important that people realize that the failure to be spe- cific can later lead to confusion and misunderstanding. As part of the discussion, help participants understand that this can also hap- pen when they represent their company or department in negotiations. Discussion Questions: · What are the implications of going forward based on what has been said? · Is there a downside to proceeding? · Under what conditions should you proceed? American Management Association / www.amanet.org 163