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Published: Jan 14 , 2016
Author: Stephen White
One of the defining qualities of a good negotiator is the ability to manufacture unusual tradeable variables apparently out of thin air. An example of this is how time is used as a variable. Most people would agree that a day comprises 24 hours. But management consultants know that a day in terms of charging fees is more likely to be 7 hours, so clients who need more than 7 hours find themselves paying for more than a day.