The Things Negotiators Do With Money

Deal-making negotiations, in the minds of most people, center on theamount of money that is involved in a transaction. However, the timing ofa money transfer, the different methods of payment, and the addition ofother parties to a negotiation are all factors that sometimes are just asimportant as the amount of the transaction. The author uses case examplesfrom a variety of recent negotiations to illustrate some of the ways thatthe who, when, and how of a deal can have significant impact on a negotiationprocess.