Abstract

The December commentary discusses the difficulties associated with rating a deal maker according to the record shown on their deal sheet and, in particular, rating a person who has been active in deal making but has never yet successfully concluded a deal. The problem here is that failure is not something one associates with success. One looks at the deal sheet and concludes that this person is inept at negotiating a deal. But is this right? A lot of deals are #39;not to be#39;, and good deal makers conclude quality deals but walk away from deals that they know will not work for them or the other party.

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