The point of the deal
how to negotiate when yes is not enough
- ISBN: 9781422102336
- Editorial: Harvard Business School Press
- Fecha de la edición: 2007
- Lugar de la edición: Boston (Masachussetts). Estados Unidos de Norteamérica
- Encuadernación: Cartoné
- Medidas: 24 cm
- Nº Pág.: 257
- Idiomas: Inglés
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.
