January 2023
Intermediate to advanced
250 pages
5h 23m
English
Content preview from The Financial Times Guide to High Impact Negotiation
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CHAPTER 13
CLOSING THE DEAL
‘The course of true love never did run smooth.’
William ShakespeareA Midsummer Night's Dream
What you will discover in this chapter:
- ●How to know when it makes sense to close and when it does not
- ●Tips for closing the deal
- ●The major challenges that you can encounter at the closing phase
To close or not to close?
Contrary to what some business professionals think, a negotiation does not end with a deal being signed. It is concluded when the negotiated terms can be implemented and there is a potential for a lasting business relationship between the parties. Deal-makers equate closing with securing a signature on the dotted line. Signed paperwork and ticked-off formalities do not necessarily translate into executable ...
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