Download The Point of the Deal: How to Negotiate When Yes Is Not Enough AudioBook Free
Why do this many deals that look good in writing wrap up in tatters? Often, the problem starts at the negotiating table. In fact, the person everyone thinks is pivotal to a deal's success-the negotiator-is usually the one who undermines it. That's because most negotiators have a deal maker mind-set; they see the signed contract as the ultimate destination as opposed to the start of your cooperative venture. Even worse, most companies reward negotiators based on the number and size of the deals they're signing, giving them no incentive to negotiate deals that truly work.
Corporate negotiation experts Danny Ertel and Mark Gordon assert that organizations and negotiators must transition from a deal maker mentality-which involves squeezing your counterpart for all you can get-to an implementation mind-set-which sets the stage for a healthy working relationship long after the ink has dried. Achieving this implementation mind-set demands some critical new approaches, and Ertel and Gordon illustrate how these approaches work in all types of familiar business negotiation contexts, using examples from across numerous industries, countries, and functions.
Point of the Deal conveys the powerful message that the best deals don't end at the negotiating table and shows how organizations may bring the "implementation mindset" to all or any of the negotiation planning and practice.
