Focus (Forum & Focus)
Dec. 15, 2007
Combatting Hardball Negotiation Tactics
ADR Column - By Max Factor III - Don't let your mediation opponent strong-arm you into a settlement. These proven tips can increase your bottom line and maintain civility.
By Max Factor III
It's 6:55 p.m. The air conditioning is going off in five minutes. The hardball vendor stands up and announces to the supplier, "I am fed up with your game playing and macho negotiation tactics.
"If you agree to accept $60,000 in settlement of your $100,000 in inflated past due bills, my company will recommence doing business with you at the former sales levels...
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