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The Things Negotiators Do With Money
Author(s) -
Ferris Frank D.
Publication year - 2001
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.2001.tb00226.x
Subject(s) - negotiation , variety (cybernetics) , database transaction , payment , business , financial transaction , process (computing) , law and economics , economics , political science , law , computer science , finance , artificial intelligence , programming language , operating system
Deal‐making negotiations, in the minds of most people, center on the amount of money that is involved in a transaction. However, the timing of a money transfer, the different methods of payment, and the addition of other parties to a negotiation are all factors that sometimes are just as important as the amount of the transaction. The author uses case examples from a variety of recent negotiations to illustrate some of the ways that the “who, when, and how” of a deal can have significant impact on a negotiation process.