But this is a really important client

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Negotiation Anatomy™


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Of all the preposterous rationales for weakening key protections in your legal docs, this is perhaps the most bizarre: that the client is so big, and is going to generate so much revenue, that it warrants relaxing the firm’s ordinary, prudent, credit and market risk standards to the point of meaninglessness, on the premise that only this will nudge this wondrous golden goose across the threshold. The firm would not dream of similar indulgence for a small client doing a handful of trades.