The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough
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2023-12-09
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2022-07-13
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2023-12-09

The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough

Why do so many business deals that look good on paper end up in tatters once they€re put into action? Because deal makers often treat the signed contract as the final destination in their bargaining journey-instead of the start of a cooperative venture. In The Point of the Deal, Danny Ertel and Mark Gordon show what negotiation looks like when the players involved strive to make the deal work in practice-not just on paper.

In this book, you€ll discover how to make the transition from concentrating on getting the deal done to focusing on what it takes to achieve value after the ink has dried. With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to crafting an implementation mind-set works in all kinds of familiar business contexts-including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships.

  • TitleThe Point of the Deal: How to Negotiate When 'Yes' Is Not Enough
  • BrandHarvard Business Review Press
  • ManufacturerHarvard Business Review Press
  • BindingHardcover
  • ProductGroupBook
  • UnitCount1
  • FormatIllustrated
  • EANs9781422102336