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

Preface     xi
Acknowledgments     xv
Introduction: What's the point?     1
The Deal-Making Mind-set: Why "yes" is often not enough     17
The Implementation Mind-set
Treat the Deal as a Means to an End: What do you need beyond a "yes"?     35
Consult Broadly: Who do you need to get beyond "yes"?     49
Make History: How do you set the right precedent for implementation?     67
Air Your Nightmares: How do you discuss risk without risking the deal?     85
Don't Let Them Overcommit: How do you help make sure your counterparts can deliver?     99
Run Past the Finish Line: How do you stay focused on the real goal?     111
Negotiating and the Organization
Managing Negotiators: How do you steer them toward deals worth doing?     123
Building an Organization That Does Deals Worth Doing: How so many smart companies get it wrong     145
Critical Deals in Which Implementation Matters
Bet-the-Company Deals: Mergers, alliances, and outsourcing     183
Bread-and-Butter Deals: Customers and suppliers     215
Conclusion: When "yes" is not enough     231
Notes     239
Analytical Table of Contents     245
Index     255
About the Authors     263