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

If every owner still owned the share of the company they were given that day, the one who received the lowest number of shares would now own a stake of in Paychex worth $250 million.

Adapted from Built, Not Born: A Self-Made Billionaire’s No-Nonsense Guide for Entrepreneurs by Thomas Golisano Copyright © 2020 by Tom Golisano. Used by permission of HarperCollins Leadership. www.harpercollinsleadership.com.

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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