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Negotiate 1-2-3: Agility
If you had been available to give Jay Sheldon advice, which of the following options comes closest to what you would recommend?
End the negotiations. Max obviously values his cable system more than Jay does. There is no room for agreement. Jay shouldn’t waste any more time talking.
Make Max a “take-it-or-leave-it” offer of $12 million in order to test whether he is bluffing.
Explore ways to create joint gains. Perhaps creative financing would close the gap.
Jay should get out of the cable business.
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