What aren’t you noticing in your negotiations?

A new book explains why we miss key information—and how we can do better.

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Article Excerpt

Recently, a corporation that we’ll call Firm A was negotiating to give another company, Firm B, access to its intellectual property. The CEOs reached an oral agreement on deal terms, and the lawyers on both sides began drafting the formal contract.

At this point, Firm B asked for the right to use Firm A’s intellectual property

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