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When You Should (and Shouldn’t) Use an Ultimatum in Negotiation

The art of getting a room full of big egos to think they each got a fair deal

Photo: P Deliss/Getty Images

WWhen I launched Paychex in 1971, I had no intention of providing payroll processing services outside of my hometown of Rochester. But when Phil Wehrheim, a former colleague of mine, asked to partner with me, we struck a 50–50…

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Tom Golisano

Tom Golisano

Tom Golisano is an entrepreneur, philanthropist, civic leader, founder and chairman of the Board of Paychex, Inc. and author of “Built, Not Born.”

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