Danny Ertel,Mark Gordon
Why do so many business deals that look good on paper end up in tatters once theyâ€™re put into action? Because deal makers often treat the signed contract as the final destination in their bargaining journeyâ€”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 practiceâ€”not just on paper.,In this book, youâ€™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 contextsâ€”including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships.
Business,Language,Communication
The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough