The negotiation had shifted the situation from owing the IRS $1.6 million to the IRS providing his client a $400,000 refund on tax previously paid with the return. He was so excited he asked if I could fly to Boston at some point in the future to speak to his firm and to share what we had done. A few months later I did exactly that and I spoke to about half of the attorneys at that firm. Some of those in attendance had gone to Harvard Law School. Given their backgrounds, I received an invitation to make a presentation at the Harvard Club in Boston and then a couple of years later, I was invited back again to give a similar presentation.
The Collaboration Effect of connecting relationships, listening actively, and educating judiciously to build bridges to negotiate closure really works. It takes planning, the right attitude, appropriate, enthusiastic buy in, and dedication to make it work. It doesn’t just happen. This example demonstrates how it actually worked in real life and how it can work for you.
Now let’s get started so that I can help you learn how to apply the key points of this story based on this real-world example.
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