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

Overview


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 ...

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

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Overview


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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Product Details

  • ISBN-13: 9781422102336
  • Publisher: Harvard Business Review Press
  • Publication date: 9/24/2007
  • Pages: 265
  • Sales rank: 962,740
  • Product dimensions: 6.20 (w) x 9.10 (h) x 1.10 (d)

Meet the Author

Danny Ertel is a founding partner of Vantage Partners and is a leading authority on negotiation, relationship management and conflict management. He was a Senior Researcher at the Harvard Negotiation Project, taught negotiation at the Univ. of Toronto Law Faculty, practiced law with Debevoise & Plimpton, and served as a law clerk to the Hon. Justice Harry A. Blackman on the U.S. Supreme Court. He co-authored Beyond Arbitration, which was the 1992 CPR Legal Program Book Award winner. He is also the co-author of Getting Ready To Negotiate (1995), and editor of Negociación 2000 (1996). Danny has written for and has been quoted in the Harvard Business Review, the Sloan Management Review, the Economist, Purchasing Today, and Financial Executive among others.

Mark Gordon is a founder and director of Vantage Partners and is a Senior Advisor to the Harvard Negotiation Project at Harvard Law School. He has worked with leading companies throughout the world across a broad range of industries. He is a frequent speaker on negotiation, alliance strategy and relationship management and has written for a variety of publications. Mark has also appeared on MSNBC as a negotiation expert.
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Table of Contents


Preface     xi
Acknowledgments     xv
Introduction: What's the point?     1
The Deal-Making Mind-set: Why "yes" is often not enough     17
The Implementation Mind-set
Treat the Deal as a Means to an End: What do you need beyond a "yes"?     35
Consult Broadly: Who do you need to get beyond "yes"?     49
Make History: How do you set the right precedent for implementation?     67
Air Your Nightmares: How do you discuss risk without risking the deal?     85
Don't Let Them Overcommit: How do you help make sure your counterparts can deliver?     99
Run Past the Finish Line: How do you stay focused on the real goal?     111
Negotiating and the Organization
Managing Negotiators: How do you steer them toward deals worth doing?     123
Building an Organization That Does Deals Worth Doing: How so many smart companies get it wrong     145
Critical Deals in Which Implementation Matters
Bet-the-Company Deals: Mergers, alliances, and outsourcing     183
Bread-and-Butter Deals: Customers and suppliers     215
Conclusion: When "yes" is not enough     231
Notes     239
Analytical Table of Contents     245
Index     255
About the Authors     263
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