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Implementing Your Deals

In: Negotiating Life

Author

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  • Jeswald W. Salacuse

Abstract

At last, the deal is done! After 18 months of negotiation, eight trips across the country, and countless meetings, you’ve finally a signed a contract creating a joint venture for your small start-up firm with a Silicon Valley outfit to manufacture imaging devices using your technology and their engineering. The contract is clear and precise. It covers all the contingencies and has strong enforcement mechanisms. You’ve given your little company a solid foundation for a profitable new business. As you put the contract in your filing cabinet, a question dawns on you: Now what? It will take more than a well-written contract to produce those devices on time, under budget, and up to specifications. To do that, your two companies will need to develop an effective working relationship. So how do you how to turn that contract you just signed into a relationship that works?

Suggested Citation

  • Jeswald W. Salacuse, 2013. "Implementing Your Deals," Palgrave Macmillan Books, in: Negotiating Life, chapter 16, pages 203-210, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-31874-9_16
    DOI: 10.1057/9781137318749_16
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