From Super Bowl negotiators, a threat of “pay to play”

A bold request from the NFL shakes up a familiar scenario.

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Article Excerpt

As we gain experience negotiating, we become accustomed to conducting talks in the usual way. A bit of friendly small talk, a discussion of the issues at stake, followed by delivery of an opening offer, price haggling, and a search for mutually beneficial tradeoffs.

Rarely do we consider that we might be able to radically shape

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