Your cart is empty.
  • Home

    The point of the deal : how to negotiate when "yes" is not enough / Danny Ertel, Mark Gordon.

    By: Ertel, Danny, 1960-Contributor(s): Gordon, Mark (Mark N), 1956-Material type: TextTextPublisher: Boston, Mass. : Harvard Business School Press, c2007Description: xvii, 265 p. : ill. ; 25 cmISBN: 9781422102336 (hardcover : alk. paper); 1422102335Subject(s): Negotiation in business | NegotiationDDC classification: 658.4/052 LOC classification: HD58.6 | .E78 2007Online resources: Table of contents only | Contributor biographical information
    Contents:
    The deal-making mind-set -- Treat the deal as a means to an end -- Consult broadly -- Make history -- Air your nightmares -- Don't let them overcommit -- Run past the finish line -- Managing negotiators -- Building an organization that does deals worth doing -- Bet-the-company deals -- Bread-and-butter deals.
    Review: "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."--Jacket.
    Tags from this library: No tags from this library for this title. Log in to add tags.
        Average rating: 0.0 (0 votes)
    Item type Current library Call number Copy number Status Notes Date due Barcode
    Books Books Female Library
    		HD58.6 .E78 2007 (Browse shelf (Opens below)) 1 Available STACKS 51952000103684
    Books Books Main Library
    		HD58.6 .E78 2007 (Browse shelf (Opens below)) 1 Available STACKS 51952000132127

    Includes bibliographical references (p. [239]-243) and index.

    The deal-making mind-set -- Treat the deal as a means to an end -- Consult broadly -- Make history -- Air your nightmares -- Don't let them overcommit -- Run past the finish line -- Managing negotiators -- Building an organization that does deals worth doing -- Bet-the-company deals -- Bread-and-butter deals.

    "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."--Jacket.

    1 2

    There are no comments on this title.

    to post a comment.