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Trust in Transition: Navigating Organizational Change by Bob Whipple

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7

Negotiation

“Everything is negotiable. Whether or not the negotiation is easy is another thing.”

Carrie Fisher

In the chapter you will learn:

•  M&A negotiations are very tricky because the parties need to work well together after the deal is struck.

•  Negotiations are never standard. There is always a twist or turn to anticipate.

•  There are several basic principles that apply to every negotiation. Learn them and use them.

•  Learn the tactics and countermeasures that are often used in a negotiation. You will come out much better when you are aware of the rules of the game.

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