000 02417cam a2200349 a 4500
001 u6121
003 SA-PMU
005 20210418124540.0
008 070426s2007 maua b 001 0 eng
010 _a 2007017285
040 _aDLC
_cDLC
_dBAKER
_dBTCTA
_dUKM
_dC#P
_dBWX
_dHNW
_dYDXCP
_dIXA
_dCDX
_dVP@
_dZ8R
_dUKMGB
_dBDX
020 _a9781422102336 (hardcover : alk. paper)
020 _a1422102335
035 _a(OCoLC)123818311
050 0 0 _aHD58.6
_b.E78 2007
082 0 0 _a658.4/052
_222
100 1 _aErtel, Danny,
_d1960-
245 1 4 _aThe point of the deal :
_bhow to negotiate when "yes" is not enough /
_cDanny Ertel, Mark Gordon.
260 _aBoston, Mass. :
_bHarvard Business School Press,
_cc2007.
300 _axvii, 265 p. :
_bill. ;
_c25 cm.
504 _aIncludes bibliographical references (p. [239]-243) and index.
505 0 _aThe 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.
520 1 _a"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.
650 0 _aNegotiation in business.
650 0 _aNegotiation.
700 1 _aGordon, Mark
_q(Mark N),
_d1956-
856 4 1 _3Table of contents only
_uhttp://catdir.loc.gov/catdir/toc/ecip0716/2007017285.html
856 4 2 _3Contributor biographical information
_uhttp://catdir.loc.gov/catdir/enhancements/fy1108/2007017285-b.html
942 _cBOOK
994 _aZ0
_bSUPMU
596 _a1 2
999 _c8449
_d8449