I was recently asked by an entrepreneur what my advice would be on how to handle a contract negotiation between his company and a large, Wall Street financial services firm. He was a bit concerned by the rather one sided terms being proposed by in the initial draft of the contract. He was also getting annoyed that every time he tried to push back, he inevitably found himself arguing with their lawyers instead of the principals themselves. And for the past week, they had stopped returning his emails and phone calls altogether. Needless to say, the entrepreneur was concerned that his push back had soured the deal.
I told him to take a deep breath and relax, while I acquainted him with the realities of a Wall Street Negotiation.
To read the full, original article click on this link: Thrice Around the Block: Wall Street vs. Main Street Negotiations
