Point of the Deal
How to Negotiate When Yes Is Not Enough
(Sprache: Englisch)
Shows what negotiation looks like when the players involved strive to make the deal work in practice - not just on paper. This book illustrates how the authors' approach to crafting an implementation mind-set works in various kinds of business contexts -...
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Shows what negotiation looks like when the players involved strive to make the deal work in practice - not just on paper. This book illustrates how the authors' approach to crafting an implementation mind-set works in various kinds of business contexts - including mergers and acquisitions, joint ventures, alliances, and outsourcing arrangements.
Klappentext zu „Point of the Deal “
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 journeyinstead 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 practicenot 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 contextsincluding mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships.
Inhaltsverzeichnis zu „Point of the Deal “
Chapter 1 Introduction: The Case for Implementation-Prone AgreementsChapter 2 Deals with a Point: Getting Value after the Ink has dried
Chapter 3 The Deal is a Means to An End
Chapter 4 Broader consultation Means Better Implementation
Chapter 5 The Negotiation is the First Best Example of How you deal with Each Other
Chapter 6 Airing Your Nightmares Can Strengthen Relationships
Chapter 7 Getting Them to Over-commit Doesn t Serve your Interests
Chapter 8 Running past the Finish Line Gets you to the End
Chapter 9 Managing Negotiators when Implementation Matters
Chapter 10 Building an Organization that Does Deals worth Doing
Chapter 11 Implications for Negotiating Bet the Company Deals: Mergers, Joint Ventures, Alliances, and Multi-Function Outsourcing Contracts
Chapter 12 Implications for Negotiating Bread and Butter Deals with Suppliers and Customers
Chapter 13 Conclusion: When Yes is not enough
Autoren-Porträt von Danny Ertel
Danny Ertel is a founding partner of Vantage Partners and is a leading authority on negotiation, relationship management, and conflict management. Mark Gordon is a founder and director of Vantage Partners and is a Senior Advisor to the Harvard Negotiation Project at Harvard Law School.
Bibliographische Angaben
- Autor: Danny Ertel
- 2007, 265 Seiten, Maße: 16,4 x 23,6 cm, Leinen, Englisch
- Verlag: McGraw-Hill Professional
- ISBN-10: 1422102335
- ISBN-13: 9781422102336
Sprache:
Englisch
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