When Good Negotiations Go Bad

It was just like in the movies, he recalled.

"I was in the middle of a negotiation to acquire a small agency.Then, all of a sudden, the agency owner got up in the middle of ournegotiation and just left the roomhe stormed outside, got into hiscar. Now, I was watching him from the second-story window of abuilding," Scott West, chief executive of the Houston-basedPathfinder/LL&D Insurance Group, LLC, said about an acquisitionnegotiation that had unexpectedly gone sour.

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