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

Overview

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, ...

See more details below
Available through our Marketplace sellers.
Other sellers (Audiobook)
  • All (9) from $2.45   
  • New (4) from $2.45   
  • Used (5) from $9.50   
Close
Sort by
Page 1 of 1
Showing 1 – 3 of 4
Note: Marketplace items are not eligible for any BN.com coupons and promotions
$2.45
Seller since 2010

Feedback rating:

(853)

Condition:

New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

New
*~*~ Brand New, Mint Condition. Never Previously Owned.*~*~ Ships Immediately *~*~ Hassle-Free Refunds If you Aren't Fully Satisfied ~*~*

Ships from: Deer Park, NY

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
$45.00
Seller since 2015

Feedback rating:

(215)

Condition: New
Brand new.

Ships from: acton, MA

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
$56.23
Seller since 2015

Feedback rating:

(336)

Condition: New
Brand New Item.

Ships from: Chatham, NJ

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
Page 1 of 1
Showing 1 – 3 of 4
Close
Sort by
The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough

Available on NOOK devices and apps  
  • NOOK Devices
  • Samsung Galaxy Tab 4 NOOK 7.0
  • Samsung Galaxy Tab 4 NOOK 10.1
  • NOOK HD Tablet
  • NOOK HD+ Tablet
  • NOOK eReaders
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$14.99
BN.com price
(Save 44%)$26.95 List Price
This digital version does not exactly match the physical book displayed here.

Overview

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.

Read More Show Less

Product Details

  • ISBN-13: 9781596591684
  • Publisher: Gildan Audio
  • Publication date: 5/6/2008
  • Format: CD
  • Edition description: Unabridged
  • Product dimensions: 5.30 (w) x 6.10 (h) x 1.30 (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.
Read More Show Less

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
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)