13
HITTING “RESTART”—AGAIN AND AGAIN
APRIL 2013–JUNE 2013
We worked out a better way to negotiate: the 4 x 4 approach.
I THINK EVERYONE was shocked by the impasse in our negotiations. We took the risk of refusing Microsoft’s offer because it was so important to send a clear message to Microsoft that their approach was not the right way to think about this deal.
At the same time, it was important to emphasize that we intentionally tried to avoid becoming adversarial. Even if our negotiations failed, we would have to continue working together, at ...
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