Introduction -- Impact of different negotiator styles -- Establishing goals and limits during the critical preparation stage -- Using the preliminary stage to establish rapport and the tone for the interaction -- Creating value through the information stage -- Claiming value through the...

A comprehensive introduction to today's MA strategiesMake the Dealis a direct and accessible guide to striking a powerful MA deal. Merging business, finance, and law, this insightful examination of MA strategy is designed to help you understand MA negotiations and the ways in which the final...