By Tom Millitzer Earlier in my carrier I negotiated franchises for the largest cable television company in the United States. I learned a lot, had the opportunity to really screw things up (Did not) and learned a great deal about motivation and negotiation styles. Most people do not go into a proceeding considering what negotiation posture they should take. They are a product of their own self-psychology, history, goals and prejudices - they just show up. Sellers are often too close to the deal. They have an idea of the outcome they desire, but not the path. ...

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