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Negotiating Partnerships: Increase profits and reduce risks by Iwar Unt, Keld Jensen

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What is communication?

Two CEOs from BUILD Constructions Ltd. in Copenhagen are visiting Intropia PLC, a large listed pharmaceutical firm in London. They want to sell a new industrial and commercial building located in London’s expanding business centre, Canary Wharf. Before the meeting a lot of correspondence has taken place. The BUILD Constructions Ltd. CEOs have written that they have a number of the country’s leading companies as clients and would like very much to see Intropia PLC as a future partner.

Intropia calls the meeting and recommends that BUILD Constructions Ltd. bring a professional negotiator and a lawyer. The two CEOs arrive at the meeting in the traditional Scandinavian relaxed attire, i.e. white socks, Ecco shoes, colourful ...

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