Benjamin speaks about deal-making and contemplates why mining deals are currently failing. Specifically, he examines how juniors, majors, and Chinese enterprises function in the market. Noting their differences and similarities, Benjamin highlights what they all look for and what their business cycles look like, and how that affects the decisions they make. Benjamin points out that differences in how the three (or any two thereof negotiating) communicate causes friction. Benjamin concludes by explaining that an important part of the deal-making process is to keep in mind the other person’s point of view, and to think about what they want and what they fear. When you do this, he contends, you will have a better chance of knowing what everybody needs as well as what it takes to actually get a deal done.
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