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Informationen zum Autor 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. Klappentext 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 journey--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 practice--not 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 contexts--including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships. Inhaltsverzeichnis Chapter 1 Introduction: The Case for Implementation-Prone Agreements Chapter 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...
