Behind The T-Mobile/iPass Roaming Deal

The San Jose Mercury News has an in-depth story detailing some of what went on to make the T-Mobile/iPass WiFi roaming deal a reality. It seems that after quite a lot of negotiation, the deal was about to fall through, but a dinner between iPass’s CEO and T-Mobile’s general manager of the WiFi business got the deal back on track, as the two sides agreed to change the way they normally do business to accommodate each other. This is a sign of a good negotiation, where both sides realize that a positive end result is better for both parties and start to figure out how to get by all the obstacles in between – rather than simply pulling for what they want alone.

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