CLOSING THE MEGA-DEAL - - GETTING TO THE “BEST AND FINAL” OFFER
PART FOUR OF FOUR This is the fourth and final part of a four part series in the Minutillo Newsletter about negotiating a mega-deal for a client company. All four parts of this series will be available at www.minutillolaw.com. For context and consistency, the first three parts of this series are summarized as follows: Part One explained how intuition, not logic plays a vital role in negotiating the mega-deal. Relying on logic alone will not help you understand or disarm your
NEGOTIATING THE MEGA-DEAL
PART THREE OF FOUR This article is the third part of a four part series about tactics to be used when negotiating a massive contract, a mega-deal, as the lead negotiator for a client company. For context and consistency, the prior Minutillo Newsletter on this topic, part two, ended as follows: “Showing vulnerability to gain trust during a mega-deal negotiation can be personality oriented as shown by Sam (Ervin) during the Watergate Senate hearings, or by exposing a flaw, no m
