Danny Ertel, Mark Gordon

The Point of the Deal: How to Negotiate when Yes is not Enough

Издательство: Harvard Business School Press, 2007 г.
978-1-4221-0233-6
Книгопечатная продукция
Объем: 298 стр.

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.

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