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5 Business Skills Every IT Pro Must Master (Collection) by Leigh Thompson, Jerry Weissman, Terry J. Fadem, Stephen Robbins, Robert Follett

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Truth 26Ask triple-I questions

In a major technology transfer deal between two divisions of a large, diversified company, several million dollars of internal and external sales profits were at stake. Following is an excerpt from one of the negotiations this deal involved. Let's call this negotiator Chris.

Chris: George, time is becoming pressing, so I would like to propose my bottom-line offer, which I do truly believe is fair. As you can see, I have incorporated a number of concessions: (1) We will split development costs—that is, a net payment to you of $600K. (2) We will split all profits 50/50. We will also split all losses on this technology 50/50. I really cannot be fairer than this, and it assumes equal risk into the future. I have really ...

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