By playing dead, the opossum gave Larry a win. But, and here’s the key, it was a win that cost the opossum nothing.
Tag: trick
Picture the following situation: Working with my client group’s leader, we’ll call him Dr. Bob, we’re deep into the negotiation of a deal with a hospital, one of the elements of which is the intensity of physician coverage, upon which we’ve agreed as the basis for a fair market valuation analysis. Then, one morning at […]
It was late December. I was sitting across the table from the hospital CEO. We were in the midst of negotiating a deal involving my client, a large physician group, and his facility. And then, he made a major negotiating blunder, giving up on a deal point clearly in my client’s favor, in fact, a […]
It’s not enough to discover the other entity’s motivation in the negotiation. What’s their representative’s personal motivation in concluding the deal?
Do you know what happens upon the termination of the contract? What obligations do you continue to owe? And, what obligations continue to be owed to you? Of course, the best time to consider these issues is before you enter into the contract. We all want deals to succeed, but even the best of deals […]
In any negotiation, be the party to deliver the first draft and control the deal.