SECTION V: NONCASH OFFERS
Prepare a list of noncash items possessed by your
counterpart that would be valuable.
Ask yourself: “What could they give that would almost
get us to do it for free?” Think of the anecdote I told a few
chapters ago about my work for the lawyers’ association:
My counterpart’s interest was to pay me as little cash as
possible in order to look good in front of his board. We
came upon the idea that they pay in part by publishing a
cover story about me in their magazine. That was low-cost
for them and it advanced my interests considerably.
For more information on my company, The Black Swan
Group, any additional information or guidance we can give
you on negotiation, or for contacting me about speaking to
your company, please visit our website at
http://www.blackswanltd.com.