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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
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Leonard Smith
reviewed The Point of the Deal: How to Negotiate When Yes Is Not Enough on December 12, 2015
The Point of the Deal: How to Negotiate When Yes Is Not Enough
Very interesting, but too long
this book can be made more concise
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Add The Point of the Deal: How to Negotiate When Yes Is Not Enough, Why do so many deals that look good on paper end up in tatters? Often, the problem begins at the negotiating table. In fact, the very person everyone thinks is pivotal to a deal's success-the negotiator-is often the one who undermines it. That's because m, The Point of the Deal: How to Negotiate When Yes Is Not Enough to the inventory that you are selling on WonderClubX
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Add The Point of the Deal: How to Negotiate When Yes Is Not Enough, Why do so many deals that look good on paper end up in tatters? Often, the problem begins at the negotiating table. In fact, the very person everyone thinks is pivotal to a deal's success-the negotiator-is often the one who undermines it. That's because m, The Point of the Deal: How to Negotiate When Yes Is Not Enough to your collection on WonderClub |
