Tabla de Contenidos: “…; Preparing for the Negotiation; A Brief Introduction to Game Theory; Negotiating in the Game of Financings; Negotiating Styles and Approaches; The Bully (aka UAW Negotiator); The Nice Guy (aka Used-Car Salesman); The Technocrat (aka Pocket Protector Guy); The Wimp (aka George McFly); The Curmudgeon (aka Archie Bunker); Always Be Transparent; Collaborative Negotiation versus Walk-Away Threats…”

Tabla de Contenidos: “…-- Preparing for the Negotiation -- A Brief Introduction to Game Theory -- Negotiating in the Game of Financings -- Negotiating Styles and Approaches -- The Bully (aka UAW Negotiator) -- The Nice Guy (aka Used-Car Salesman) -- The Technocrat (aka Pocket Protector Guy) -- The Wimp (aka George McFly) -- The Curmudgeon (aka Archie Bunker) -- Always Be Transparent -- Collaborative Negotiation versus Walk-Away Threats -- Building Leverage and Getting to Yes -- Things Not to Do -- Great Lawyers versus Bad Lawyers versus No Lawyers -- Can You Make a Bad Deal Better? …”