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

Title : The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough
Category: Management
Brand: Ertel, Danny/ Gordon, Mark
Item Page Download URL : Download in PDF File
Rating : 3.8
Buyer Review : 6

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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.

Review :
What happens after yes...YES!
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...
The authors begin with one fundamental and surprisingly neglected point ...

The authors begin with one fundamental and surprisingly neglected point: if you look beyond signing the agreement to the real point of the transaction, you will realize that the negotiation of the deal itself - both how it is done and who participates in the process - can determine whether the ultimate objective will ever be reached. That perspective affects many aspects of preparing for, negotiating, and implementing the deal.

Insights on negotiating deals that work.

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.