Structuring: How Not to Be Eaten Alive in a Negotiation

By: Phillip Bogdanovich I recently observed a contract negotiation between two companies. They seemed to be negotiating mutually favorable terms until suddenly one side was at a clear advantage—and the other wasn’t even aware of the shift. This power exchange didn’t happen accidentally; the company with the upper hand had subtly engineered the negotiation in its own … More Structuring: How Not to Be Eaten Alive in a Negotiation