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.
The Point of the Deal: How to Negotiate When Yes Is Not Enoughby Danny Ertel, Mark Gordon, Erik Synnestvedt (Read by)
Why do so many deals that look good on paper end up in tatters? Often, the problem begins at the negotiating table. In fact, the very person everyone thinks is pivotal to a deal's success-the negotiator-is often the one who undermines it. That's because most negotiators have a deal maker mind-set; they see the signed contract as the final destination rather than
Why do so many deals that look good on paper end up in tatters? Often, the problem begins at the negotiating table. In fact, the very person everyone thinks is pivotal to a deal's success-the negotiator-is often the one who undermines it. That's because most negotiators have a deal maker mind-set; they see the signed contract as the final destination rather than the start of a cooperative venture. Even worse, most companies reward negotiators on the basis of the number and size of the deals they're signing, giving them no incentive to negotiate deals that actually work.
Corporate negotiation experts Danny Ertel and Mark Gordon assert that organizations and negotiators must transition from a deal maker mentality-which involves squeezing your counterpart for everything you can get-to an implementation mind-set-which sets the stage for a healthy working relationship long after the ink has dried. Achieving this implementation mind-set demands some critical new approaches, and Ertel and Gordon illustrate how these approaches work in all kinds of familiar business negotiation contexts, using examples from across numerous industries, countries, and functions.
Point of the Deal conveys the powerful message that the best deals don't end at the negotiating table and shows how organizations can bring the "implementation mindset" to all of their negotiation planning and practice.
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