Thursday, May 3, 2012

The Point Of The Deal: How To Negotiate When Yes Is Not Enough By Danny Ertel, Mark Gordon

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

The Point Of The Deal: How To Negotiate When Yes Is Not Enough By Danny Ertel, Mark Gordon

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(4 customer reviews)

Product Description

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.

Product Details
  • Amazon Sales Rank: #705638 in Books
  • Published on: 2007-10-23
  • Released on: 2007-10-23
  • Original language: English
  • Number of items: 1
  • Dimensions: 1.07" h x 6.44" w x 9.28" l, 1.36 pounds
  • Binding: Hardcover
  • 240 pages
Editorial Reviews

Negotiating a good deal means more than winning on price or other terms... --CIO Insight, September 17, 2007

About the Author
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.

Customer Reviews

Most helpful customer reviews

5 of 5 people found the following review helpful.
5What happens after yes...YES!
By C. Kinsey
As a person holding an "implementor" role in a global outsourcing firm, I felt as if the opening chapters of this book were scripted from our business model. Don't let the delivery folks into the room - they might speak the truth. Just get it sold -delivery will figure it out. And then both customer and supplier hang on for dear life for 3 to 7 years and pray that it doesn't happen again - but it does. This book should be required reading for every "deal team" and should help customers and suppliers alike move from deals with high failure rates to sustainable relationships with profit and performance enough to make even the most skeptical deal maker change their tactics. A worthy successor to the other fine books from the minds of the Vantage Partners. Pointed, understandable, actionable, and right on the money. Recommended for anyone who has to interact externally or internally on anything more than a transactional basis. Something to be learned on every page no matter how long you have been doing deals or how good you think you are.

7 of 9 people found the following review helpful.
5Insights on negotiating deals that work.
By Rolf Dobelli
The first line of this book's preface asks what many potential readers may be thinking: "Yet another book about negotiation?" The answer is yes, and a much-needed one. Many books on making deals are out there. Some are good, others bad, but most focus on the negotiation process. Even those that emphasize extensive preparation and research tend to focus on the deal itself - making it, improving it, wording it. Danny Ertel and Mark Gordon focus elsewhere. They direct readers to a single core concept: implementation. In doing so, and in illustrating what focusing on implementation means in practice, they add genuinely new insight into negotiation. Shifting the focus to how the deal will work long-term, if it will work, and what sort of precedent the negotiation process establishes for ongoing interaction is extremely valuable. As a result, we recommend this book to anyone involved in negotiation.

3 of 6 people found the following review helpful.
5Business libraries, especially those catering to managers, need this.
By Midwest Book Review
Why do business deals fall apart, and how do strategists and deal-makers fail? THE POINT OF THE DEAL: HOW TO NEGOTIATE WHEN YES IS NOT ENOUGH goes beyond the usual business focus on getting the deal to examine what makes it work or causes it to fail. From a different focus on using the deal as a means and not the end goal to considering behaviors after the deal has been signed, THE POINT OF THE DEAL follows through where other books end, using strategies from different businesses and even different countries to show how a different focus on implementation processes leads to success. Business libraries, especially those catering to managers, need this.


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