4. Value-based negotiation
A truly global company will be one that uses the intellect and resources of every corner of the world.
—Jack Welch, CEO of General Electric
Imagine you are the CEO of a business contemplating an M&A deal. Would you engage with a potential target without first being clear about the possible synergies, which parts you will keep and which you will divest, what your plans are for the workforce, and what your overall objectives are?
Of course not. But many CEOs, even today, still try to start negotiations about outsourcing without first determining exactly what it is that they are trying to achieve through the transaction. In cases where the negotiation process goes wrong or becomes overly drawn out the root cause is invariably ...
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