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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 32Contingent agreements

If logrolling are Chevys and postsettlement settlements are BMWs, then contingent agreements are Ferraris.

Sometimes negotiators vehemently disagree about a current state of affairs or what can plausibly be expected to happen in the future. Sometimes such disagreements can be resolved by consulting experts or conducting research. However, negotiators often cannot resolve such disagreements because no relevant data exists, or negotiators disagree regarding the data's relevance or interpretation. In such situations, negotiators can reach resolutions using contingent contracts.

Contingent contracts are if-then agreements that specify conditions under which specific actions will result in specific outcomes. Smart negotiators ...

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