Most deals have at least one Time Bomb- a serious, foreseeable problem that may well arise later. The 1987 RJR Nabisco merger nearly exploded years later because of an obscure clause the buyers overlooked. Founders [...]
When you see business leaders announcing a big deal on TV, the chances are excellent that you are witnessing a disaster in the making. In fact, many deals you read about (and do?) may be [...]
You find you have too much responsibility and not enough authority. What do you do? One solution is to go out and win a mandate. That is, win the authority you need by negotiating for [...]
By Seth Freeman (c) 1996 Preparation- Jewel in the crown of negotiation. Get this right (and merely doing it is not enough) and your performance in the negotiation dramatically improves. -Gavin Kennedy How do you [...]
Imagine you are about to try to negotiate with your supervisor for a budget increase. Or that you are about to confront a car dealer about a noisy transmission, or that you need to convince [...]