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Focus (Forum & Focus)

Jan. 26, 2008

Lessons from the Pawnshop

Focus Column - By Jay Folberg - Negotiating legal settlements can be a lot like striking a deal in a pawnshop.

FOCUS COLUMN

By Jay Folberg
This article appears on Page 7.

      After teaching negotiation for 35 years and mediating nearly that long, it's time I made a confession. What I know about negotiation is not the result of rigorous study but comes from being the son of a pawnbroker. I learned negotiation from working alongside my dad at Lew's Pawnshop in East St. Louis from preschool through high school.
    ...

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