Graham O
You're entitled to an opinion.
To my mind it depends very much on what the negotiation is about. I've done some money-only deals worth tens of millions with a preset negotiating range of several million quid - easy and I usually do alright in this gunslinger's game. POW!
When it comes to negotiating deals about the meaning of words, it becomes trickier involving as it inevitably does the attention of other specialists and referencing back to clients/customers/colleagues/directors who all seem to have a view about what words mean.
I think you oversimplify.
P.S. Back to thread - it's the softer and wordier type of deal that this IA involves. There has never been a time when it was a bish bash bosh poker-hand type deal.
Last edited by mrpony; 20th Mar 2011 at 19:49.
Reason: PS added