CHAPTER 1I Have Negotiaphobia?!

Two Tickets for Paradise

The sign in Terminal H of Miami International Airport proclaimed, “Welcome to Miami.” As Jay Baxter read this message and then looked for the arrow directing him to baggage claim, he doubted that he had ever felt more welcome anytime and anyplace in his life. He and his wife, Laura, had won a spot on the Top Producers Award Trip his company held annually for all salespeople who exceeded their sales quota by more than 10 percent during the prior year.

That company, XL Information Solutions, had considered canceling the trip this year in an effort to reduce costs. The organization’s president stepped in at the last minute and saved the event with the idea of making it not only a reward but ...

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