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I Win, You Win by Carl Lyons

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7Closure and Implementation

As with any sale, the crucial moment is the one of closure and commitment. Many agreements made at the negotiation table have unravelled once the parties leave. This is because there is a difference between agreement and commitment. This is summed up nicely with the well-known adage regarding the role of the hen and the pig in a bacon and egg breakfast. While the hen is only involved in the breakfast, the pig is definitely committed! Once you get an agreement at the negotiating table, you need to ensure that you secure some form of commitment to the deal. Real commitment involves tangible risk and can often only be secured by setting up the agreement so that if anyone pulls out, each party has something to lose. When ...

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