The negotiations have gone on for hours or months or years. A deal is at hand. And now, the other side mentions for the first time that the approval of some previously unrecognized person is required, or there is no deal. Could you have prepared for this? Do you have options at this point? Are you, perhaps, the negotiator making the dread announcement that you must respond to a higher power before a deal's a deal? Here, Wade meticulously deconstructs the circumstances that lead to "shadow of the tribe" negotiations, and suggests what you can do.
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