The Point of the Deal: How to Negotiate When Yes Is Not Enough Audiobook (Free)

Why do so many deals that look great on paper result in tatters? Deal makers often treat the handshake or authorized contract – addressing ‘yes’ – as the ultimate destination in their bargaining journey rather than the start of a cooperative venture.

Even worse, most companies reward negotiators based on the quantity and size of the deals they’re signing, providing them with simply no incentive to negotiate deals that truly work.

In THE IDEA of the offer, Danny Ertel and Mark Gordon explain how exactly to about THE IDEA of the Deal: How to Negotiate When Yes Is Not Plenty of transition from a deal-maker mentality (concentrating on building the agreement) to an implementation mind-set (ensuring the deal generates value for your business following the ink over the contract has dried). The authors show you how exactly to:

Treat the offer as a means, no end, by asking the thing you need from your counterpart in addition to a ‘yes’.

Consult stakeholders, determining whom you’ll need to get to ‘yes’ and beyond

Set precedents that will help instruction joint behavior after you’ve signed the offer

Air your concerns – with techniques that still help you to ‘yes’ and beyond

Help your counterparts prevent overcommitting – making the most of the likelihood they’ll be in a position to deliver on their part of the bargain

Run past the finish collection – by articulating how you’ll receive from ‘yes’ to your final destination

With an abundance of illustrations from multiple industries, countries, and functions, the authors illustrate how their approach to instilling an implementation mind-set functions in all types of familiar contexts for business deals – including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier romantic relationships.

The Point of the Deal not only offers crucial advice for individual negotiators and teams, it also enables managers to treat negotiation as a crucial business process that drives real value for his or her organizations