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.

Anders
,
G.
1999
.
Free‐for‐all: Eager to boost traffic, more Internet firms give away services
.
The Wall Street Journal
, 28 July 1999: A1.
Associated Press
.
1998
. “
Ain't Misbehavin” paying off for Rodman
.
The New York Post
, 8 April
1998
:
73
.
Associated Press
.
1998a
.
NBA ref Crawford resigns
.
The New York Post
, 25 June 1998:85.
Associated Press
.
1999
.
AOL Europe to offer free Net Access in Britain
.
The Baltimore Sun
, 20 July 1999:D2.
Associated Press
.
1999a
.
Redwood activist ends two‐year perch, settles with logging firm
.
The Washington Post
, 19 December 1999:A22.
Associated Press
.
1999b
.
L. A. Times
to readers: Editorial integrity first. Newsday, 20 December 1999: A22.
Bank
,
D.
1997
.
Browser breach: How one sweet deal unraveled for Netscape after Microsoft called
.
The Wall Street Journal
, 13 November 1997: A1, A10.
Berg
,
S. Z.
1997
.
Barter a boon for buying or beautifying a home
.
The Washington Post
, 27 December 1997: E1, 2.
Blumenstein
,
R.
1999
Qwest to pay executives well for staying on
.
The Wall Street Journal
, 20 September 1999: B7.
Davidson
,
G.
1997
.
UNC coach snares Nike deal
.
USA Today
, 2 December 1997: 2C.
Drozdiak
,
W.
and
S.
Pearlstein
1997
.
IOC member resings in Salt Lake bribe scandal
.
The Washington Post
, 20 Jaunary 1999: D1, 7.
Evans
,
J.
1997
.
Histon rises bid to buy ITT Corp
.
The Washington Post
, 4 November 1997: C1, 3.
Flint
,
J.
1999
.
CBS sings $6 billion deal with NCAA
.
The Wall Street Journal
, 19 November 1999: A3.
Gasparino
,
C.
1999
.
Hired help: Starved for attention, small companies “buy” Wall Street coverage
The Watt Street Journal
, 14July 1999: A1, 10.
Gerhardt
,
A.
and
A.
Groer
,
1997
.
The Thompson breakup: Follow the bouncing barbs
.
The Washington Post
, 30 October 1997: C3.
Geyelin
,
M.
1999
.
DuPont, Atlanta law firm agree to pay nearly $11.3 million in Benlate matter
.
The wall Street Journal
, 4 January 1999: A18.
Gillis
,
J.
1999
.
Vaccine firm wont't name its rescuer
.
The Washington Post
, 2 November 1999: E1.
Hamilton
,
M.
1998
.
Bonus king to pay back chunk of $102 million take
.
The Washington Post
, 29 January 1998: E1.
Hirsch
,
J.
1997
.
Putnam puts fears of fines in defectors
.
The Wall Street Journal
, 22 October 1997: C2, 23.
Keller
,
J.
and
S.
Lipin
1997
.
Wedding bells: WorldCom, MCI Deal could rewrite script for a new phone era
.
The Watt Street Journal
, 11 November 1997: A1, 6.
Angeles Timees
1997
.
Stock ooptions give Eisner record $565 million payday
Newsday, 5 December 1997: A79.
Mehta
,
S.
1997 Cincinnatl bell to buy AT&T customeraid Unit. The Wall Street Journal , 24 December 1997: A3.
McCartney
,
S.
1997
.
Continental Air reaches agreemtne with pilots union
.
The Wall Street Journal
, 4 November 1997: B2.
McGehan
,
P.
1997
.
Top five executives at Bears Strern tip pay scale with total of $87 million
.
The Wall Street Journal
, 6 October 1997
C1
15
.
Mills
,
M.
1997
.
MCI accepts WorldCom's buyout bid
.
The Washington Post
, 11 November 1997: A1, 16.
Mullugeta
,
S.
1997
. Cablevision and Babylon Strike deal
,
Newsday
, 27 December 1997: A20.
Nussbaum
,
D.
1997
.
Those shiny new MBAs get signin bonuses. too
.
The New York Times
, 5 October 1997: Bu7.
Phillips
,
D.
1997
.
Are smoooth skies ahead for US Airways
The Washington Post
, 1 November 1997: D1, 2.
Pope
,
K.
1997
.
The talk of TV: Oprah stays, King World pays
.
The Wall Street Journal
, 16 September 1997: BI–2.
Pressler
,
M. W.
1997
.
Herbert Haft sings pact to leave Dart
.
The Wahington Post
, 18 October 1997: D1, 2.
Rappaport
,
A.
and
M.
Sirower
1997
.
Stocks or Cash? How to weigh competing merger bids
.
The Wall Street Journal
11 November 1997: A17.
Reidy
,
C.
1997
.
Firms buys Laura Ashley's North American Chain For $1
.
The Bostorn Globe
, 2 July 1999: C3.
Segal
,
D.
1999
.
Fen‐Phen firm to pay $3.75 billion
.
The Washington Post
, 8 October 1999: E1.
Sherer
,
P.
1999
.
Settlement gives Allied Signal leverage over rivals B. F. Goodrich and Coltech
.
The Wall Street Journal
, 12 July 1999: A12.
Smith
,
E.
1997
.
Ted's excellent donation
,
USA Today
, 23 September 1997: 1E.
Walker
,
S.
1999
.
George Foreman's endorsement in perpetutiy nets $137.5 milion
.
The Wall Street Journal
, 10 December 1999: B9.
Warren
,
S.
1999
.
S. C. Johnson seals deal to buy Ziploc and other brands form Dow Chemical
.
The Wall Street Journal
, 29 October 1997: A7.
This content is only available as a PDF.
This is an open-access article distributed under the terms of the Creative Commons Attribution 4.0 International (CC BY 4.0) license, which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited. For a full description of the license, please visit https://creativecommons.org/licenses/by/4.0/legalcode.