HARD-NOSED NEGOTIATION

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The Steve Jobs Emails That Show How To Win A Hard-Nosed Negotiation he U.S. government’s price-fixing lawsuit against Apple goes to trial next month in New York.

Ahead of its court date, the U.S. released emails that purport to show Apple was the “ringleader” in a scheme to set artificially high e-book prices with some of the largest American publishers, which have already settled the case.

The emails have mostly been viewed in the context of the lawsuit, but they also provide an extraordinary view of high-stakes negotiations between the leaders of two powerful firms, Apple and News Corp. They start far apart, but over the course of five days, Apple’s then-CEO Steve Jobs successfully pulls the son of News Corp. CEO Rupert Murdoch over to his side.

Jobs was a famously hard-nosed negotiator who won these kinds of battles all the time. Before book publishers, there was the movie industry. And before that, music record labels. But most of those negotiations were hidden from view. What follows are the emails released last week along with some context; spelling and grammar have been preserved from the originals.

Continue reading:  By:  Zachary M. Seward, Quartz,  May 22, 2013, 1:15 PM

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