The point of the deal : how to negotiate when "yes" is not enough
Title:
The point of the deal : how to negotiate when "yes" is not enough
Author:
Ertel, Danny, 1960-
ISBN:
9781422102336
Personal Author:
Publication Information:
Boston, Mass. : Harvard Business School Press, c2007.
Physical Description:
xvii, 265 p. : ill. ; 25 cm.
General Note:
Formerly CIP.
Contents:
The deal-making mind-set -- Treat the deal as a means to an end -- Consult broadly -- Make history -- Air your nightmares -- Don't let them overcommit -- Run past the finish line -- Managing negotiators -- Building an organization that does deals worth doing -- Bet-the-company deals -- Bread-and-butter deals.
Abstract:
"In The Point of the Deal, Danny Ertel and Mark Gordon explain how to transition from a deal-maker mentality (focusing on making the agreement) to an implementation mindset (ensuring the deal generates value for your company after the ink on the contract has dried)." "With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to instilling an implementation mind-set works in all kinds of familiar contexts for business deals - including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships. The Point of the Deal not only offers crucial advice for individual negotiators and teams. It also enables managers to treat negotiation as a critical business process that drives real value for their organizations."--BOOK JACKET.
Added Author:
Electronic Access:
Table of contents only http://www.loc.gov/catdir/toc/ecip0716/2007017285.html