This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

Getting Ready to Negotiate: The Getting to Yes Workbook

Business & Money

FISHER, ROGER

Ertel, Danny

Business Culture

Penguin??Books

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.

The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough

Gordon, Mark

Management & Leadership

Harvard Business Review Press

The Point of the Deal: How to Negotiate When Yes Is Not Enough (Coach)

Gildan Media

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