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Improving Alpha: A Zero Sum Behavioral Psychology Approach for Innovative Allocators

Improving Alpha: Innovation in Investing, ESG and Technology

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Negotiation

I teach negotiations at Columbia Business School. I try to drill into my students that a lot of things, if you just look at them a little bit differently, it may not be zero some. So for example, yes, we're arguing about price and price is going to bezero some. But maybe you have a cash flow problem and you need cash right now, whereas I, you know, my discounting rate is not as high. Right? Maybe you can get benefit from getting cash right now. And in turn, you'd give me a discount, right? Or maybe we can discuss delivery time, right? All of a sudden, I want the delivery to be quicker. You

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