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Barry Nalebuff: The Only Negotiation Guide You'll Ever Need

Guy Kawasaki's Remarkable People

CHAPTER

Is There a 75 Million Dollar Bonus?

Parry: The wrong strategy is to say, i'm going to offer you nothing up front for your business and a 75 million dollar bonus if we hit these targets. And the reason it doesn't work is because after i say nothing up front, they won't hear another word i say. Michael lewis gets it right. He uses the same publisher, and he has a deal with w w norton where he splits the profits on all his books instead of getting in advance.

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