"Show me the money!" -- the famous line from the movie Jerry Maguire -- carries the sort of gusto and optimism that is ear candy to entrepreneurs. But as a professional negotiation coach with nearly three decades' in the trenches, I associate that catchy phrase with something else entirely.
The reality is most entrepreneurs begin to think about negotiation -- this includes the word "negotiation," setting up a meeting, and the overall negotiation process -- only when it's time to be shown the cash. In other words, in the minds of just about every small business owner, a negotiation is when the money talks.
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