Skip to main content
SpringerLink
Log in

The Things Negotiators Do With Money

  • Published:
Negotiation Journal

Abstract

Deal-making negotiations, in the minds of most people, center on theamount of money that is involved in a transaction. However, the timing ofa money transfer, the different methods of payment, and the addition ofother parties to a negotiation are all factors that sometimes are just asimportant as the amount of the transaction. The author uses case examplesfrom a variety of recent negotiations to illustrate some of the ways thatthe “who, when, and how” of a deal can have significant impact on a negotiationprocess.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

REFERENCES

  • Anders, G. 1999. Free-for-all: Eager to boost traffic, more Internet firms give away services. The Wall Street Journal, 28 July 1999: A1.

  • Associated Press. 1998. “Ain't Misbehavin'” paying off for Rodman. The New York Post, 8 April 1998: 73.

  • Associated Press. 1998a. NBA ref Crawford resigns. The New York Post, 25 June 1998: 85.

  • Associated Press. 1999. AOL Europe to offer free Net access in Britain. The Baltimore Sun, 20 July 1999: D2.

  • Associated Press. 1999a. Redwood activist ends two-year perch, settles with logging firm. The Washington Post, 19 December 1999: A22.

  • Associated Press. 1999b. L.A. Times to readers: Editorial integrity first. Newsday, 20 December 1999: A22.

  • Bank, D. 1997. Browser breach: How one sweet deal unraveled for Netscape after Microsoft called. The Wall Street Journal, 13 November 1997: A1, A10.

  • Berg, S. Z. 1997. Barter a boon for buying or beautifying a home. The Washington Post, 27 December 1997: E1, 2.

    Google Scholar 

  • Blumenstein, R. 1999. Qwest to pay executives well for staying on. The Wall Street Journal, 20 September 1999: B7.

  • Davidson, G. 1997. UNC coach snares Nike deal. USA Today, 20 December 1997: 2C.

  • Drozdiak, W and S. Pearlstein. 1999. IOC member resigns in Salt Lake bribe scandal. The Washington Post, 20 January 1999: D1, 7.

    Google Scholar 

  • Evans, J. 1997. Hilton rises bid to buy ITT Corp. The Washington Post, 4 November 1997: C1, 3.

  • Flint, J. 1999. CBS signs $6 billion deal with NCAA. The Wall Street Journal, 19 November 1999: A3.

  • Gasparino, C. 1999. Hired help: Starved for attention, small companies “buy” Wall Street coverage. The Wall Street Journal, 14 July 1999: A1,10.

  • Gerhardt, A. and A. Groer. 1997. The Thompson breakup: Follow the bouncing barbs. The Washington Post, 30 October 1997: C3.

  • Geyelin, M. 1999. DuPont, Atlanta law firm agree to pay nearly $11.3 million in Benlate matter. The Wall Street Journal, 4 January 1999: A18.

  • Gillis, J. 1999. Vaccine firm won't name its rescuer. The Washington Post, 2 November 1999: E1.

  • Hamilton, M. 1998. Bonus king to pay back chunk of $102 million take. The Washington Post, 29 January 1998: E1.

  • Hirsch, J. 1997. Putnam puts fears of fines in defectors. The Wall Street Journal, 22 October 1997: C2, 23.

  • Keller, J and S. Lipin. 1997. Wedding bells: WorldCom, MCI Deal could rewrite script for a new phone era. The Wall Street Journal, 11 November 1997: A1, 6.

    Google Scholar 

  • Los Angeles Times. 1997. Stock options give Eisner record $565 million payday. Newsday, 5 December 1997: A79.

  • Mehta, S. 1997. Cincinnati Bell to buy AT&T customer-aid unit. The Wall Street Journal, 24 December 1997: A3.

  • McCartney, S. 1997. Continental Air reaches agreement with pilots union. The Wall Street Journal, 4 November 1997: B2.

  • McGehan, P. 1997. Top five executives at Bears Stearn tip pay scale with total of $87 million. The Wall Street Journal, 6 October 1997: C1-5.

    Google Scholar 

  • Mills, M. 1997. MCI accepts WorldCom's buyout bid. The Washington Post, 11 November 1997: A1, 16.

  • Mulugeta, S. 1997. Cablevision and Babylon strike deal. Newsday, 27 December 1997: A20.

  • Nussbaum, D. 1997. Those shiny new MBAs get signing bonuses, too. The New York Times, 5 October 1997: BU7.

  • Phillips, D. 1997. Are smooth skies ahead for US Airways? The Washington Post, 1 November 1997: D1, 2.

  • Pope, K. 1997. The talk of TV: Oprah stays, King World pays. The Wall Street Journal, 16 September 1997: BI-2.

  • Pressler, M.W. 1997. Herbert Haft signs pact to leave Dart. The Washington Post, 18 October 1997: D1, 2.

  • Rappaport, A and M. Sirower. 1997. Stocks or cash? How to weigh competing merger bids. The Wall Street Journal, 11 November 1997: A17

  • Reidy, C. 1999. Firms buys Laura Ashley's North American chain for $1. The Boston Globe, 2 July 1999: C3.

  • Segal, D. 1999. Fen-Phen firm to pay $3.75 billion. The Washington Post, 8 October 1999: E1.

  • Sherer, P. 1999. Settlement gives Allied Signal leverage over rivals B.F. Goodrich and Coltec. The Wall Street Journal, 12 July 1999: A12.

  • Smith, E. 1997. Ted's excellent donation. USA Today, 23 September 1997: 1E.

  • Walker, S. 1999. George Foreman's endorsement in perpetuity nets $137.5 million. The Wall Street Journal, 10 December 1999: B9.

  • Warren, S. 1997. S.C. Johnson seals deal to buy Ziploc and other brands from Dow Chemical. The Wall Street Journal, 29 October 1997: A7.

Download references

Author information

Authors and Affiliations

  1. National Treasury Employees Union, Suite 600, 901 E. Street, NW, Washington, D.C, 20004

    Frank D. Ferris (Executive Vice President)

Authors
  1. Frank D. Ferris
    View author publications

    You can also search for this author in PubMed Google Scholar

About this article

Cite this article

Ferris, F.D. The Things Negotiators Do With Money. Negotiation Journal 17, 47–58 (2001). https://doi.org/10.1023/A:1010968023878

Download citation

  • Issue Date:

  • DOI: https://doi.org/10.1023/A:1010968023878

Keywords

Search

Navigation