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"Make it look like fifty percent." That one sentence made all the difference. In one instant, Heidi immediately understood what she had that the other side wanted. In her case, it was an initial app on a new platform. More than the money itself, it was being able to deliver on a previous promise to get a 50-50 split.

It can be difficult to understand your negotiating partner's reasons but having an ally sure helped in this case.

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