Changing the Rules of the Game

Clinging to old ways of doing business can hold us back in negotiation, as a case study from the film industry illustrates. To reach better deals, we need to expand our focus.

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Article Excerpt

When industry disrupters and established firms face off at the negotiating table, they’re likely to have different ideas about what’s negotiable and what’s not. Such was the case when screening service Netflix and two major U.S. theater chains tried to negotiate a wide theatrical release for The Irishman, the Netflix-financed Martin Scorsese film. Their impasse … Read Changing the Rules of the Game 

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