The things negotiators do with money

Deal-mating 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 parti es to a negotiation are all factors that sometimes are just as important as the amount of tbe transaction. The author uses case examples from a variet y 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.