Calm demeanor, negotiation persistence help Paul Huang get deals done

A true dealmaker can find common ground and agreement even when both sides have concluded it doesn’t exist. Finding these paths to agreement has become a speciality for Paul Huang, vice-president and associate general counsel at Intercontinental Hotels Group (IHG). “Paul’s great at pulling out of the other side why they don’t agree,” says Bob Chitty, IHG’s senior vice president for capital investments and transactions. “What are they afraid of? What is it they need? Because of his experience…

A true dealmaker can find common ground and agreement even when both sides have concluded it doesn’t exist. Finding these paths to agreement has become a speciality for Paul Huang, vice-president and associate general counsel at Intercontinental Hotels Group (IHG). “Paul’s great at pulling out of the other side why they don’t agree,” says Bob Chitty, IHG’s senior vice president for capital investments and transactions. “What are they afraid of? What is it they need? Because of his experience…

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