Negotiating Commercial Agreements
Abstract
Home advantage is an oft-quoted adage which might work well in the sports world, but might be a false friend in negotiations. In blunt terms, it’s really hard to walk out of your own venue! Generally, volatile behaviour is not something I advocate in negotiations. However, the ability to “pack up and go home” can be useful. On that basis, if you are already “at home”, there is, literally nowhere to go.
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