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Negotiating the Impossible by Deepak Malhotra

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17PARTNERS, NOT OPPONENTS

Caught in the Crossfire

NOT SO LONG AGO, a successful entrepreneur who was a student of mine (“Sam”) found himself at the tragic end of a true reversal of fortune.1 It had all started out so well. A year earlier he had received a call from one of the largest retailers in the United States, asking whether he would be interested in earning some extra revenue. There was no catch. The retailer had decided to switch suppliers for one unique type of apparel, and the new supplier was an overseas Asian company. The retailer had never worked with this Asian company before and reached out to my student for help. Sam already had a good business relationship with the retailer, and although he did not know the Asian company either, ...

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