Signature Rejected: How to Handle Objections and Change Requests
Signature Rejected: How to Handle Objections and Change Requests
You've sent the contract, and the other party has read it – but instead of a signature, you receive a list of change requests. Or worse: a blank rejection. It can feel frustrating, but it's a natural part of the contract process. The art is handling it professionally.
Why Contracts Get Rejected
Before you react, it's worth understanding why the other party won't sign. The most common reasons are:
Disagreement on Terms
The price is too high, the payment deadline too short, or the liability distribution feels unfair. The other party sees an imbalance in the agreement.
Lack of Clarity
Wording is unclear or ambiguous. The other party doesn't want to commit to something they don't fully understand.
Internal Processes
They need approval from others, or the legal department has objections. It's not about you – it's about their organisation.
Bad Timing
The other party isn't ready to commit right now. Perhaps they're awaiting other decisions or lack budget.
Competing Offers
They're using your contract as negotiation leverage against a competitor.
How to Respond Professionally
1. Listen First
Resist the temptation to immediately defend the contract. Ask the other party to elaborate on their concerns. "Thanks for your feedback. Can you tell me more about what concerns you about this point?"
2. Distinguish Between Critical and Cosmetic
Not all change requests are equally important. Some are about wording, others about substance. Identify what really matters to the other party – and what might just be negotiation tactics.
3. Be Solution-Oriented
Instead of saying no, suggest alternatives. "We can't change the payment deadline to 60 days, but we can offer payment in instalments. Would that address your concern?"
4. Know Your Limits
Certain terms you cannot negotiate on. Define in advance what are deal-breakers for your company so you don't promise something you can't deliver.
5. Document the Changes
Every change should be documented in writing. Verbal agreements about "we'll just fix that" create confusion later.
When Should You Stand Firm?
Not all change requests should be accommodated. Stand firm if the change compromises your company's core interests, the term is legally necessary or industry standard, the other party is asking for something illegal or unrealistic, or the change creates unacceptable risk for your company.
Be honest: "Unfortunately, we cannot change this term because [specific reason]. Are there other points we can look at instead?"
When Should You Move On?
Some negotiations lead nowhere. If the other party rejects every solution, drags out the process, or makes unreasonable demands, it may be better to move on. A bad agreement is worse than no agreement.
Practical Handling in ePact
When you receive change requests, cancel the original contract in ePact and create a new version with the agreed changes. Use notes to document what was changed and why. When the new version is ready, send it for digital signature.
Everything is archived automatically, so you have a complete overview of the negotiation history – including which versions were rejected.
Prevent Rejections from the Start
The best negotiations start before the contract is sent. Discuss main terms verbally before sending the agreement. Use clear, simple wording that leaves no doubt. Adapt templates to fit the specific situation. And let the other party know you're open to dialogue.
A contract that matches expectations rarely gets rejected.
The Bottom Line
Rejections and change requests aren't a defeat – they're a natural part of business life. With the right approach, they become an opportunity to strengthen the agreement and the relationship.
Listen, be solution-oriented, know your limits, and document everything. With ePact, you keep track of the process no matter how many versions it takes.
