Abstract
Deal‐making negotiations, in the minds of most people, center on the amount of money that is involved in a transaction. However, the timing of a money transfer, the different methods of payment, and the addition of other parties to a negotiation are all factors that sometimes are just as important as the amount of the transaction. The author uses case examples from a variety of recent negotiations to illustrate some of the ways that the “who, when, and how” of a deal can have significant impact on a negotiation process.
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© 2001 Plenum Publishing Corporation
2001
Plenum Publishing Corporation
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