The Point of the Deal by Danny Ertel audiobook

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

By Danny Ertel and Mark Gordon
Read by Erik Synnestvedt

Gildan Media 9781596591974
7.83 Hours 1
Format : CD (In Stock)
  • Regular Price: $39.99

    Special Price $25.99

    ISBN: 9798200566235

    Free shipping on orders over $35

    In Stock ● Ships in 1-2 days

  • Regular Price: $39.99

    Special Price $25.99

    ISBN: 9798200566242

    Free shipping on orders over $35

    In Stock ● Ships in 1-2 days

Why do so many deals that look good on paper end up in tatters? Deal makers often treat the handshake or signed contract - getting to "yes" - as the final destination in their bargaining journey rather than the start of a cooperative venture. Even worse, most companies reward negotiators on the basis of the number and size of the deals they're signing, giving them no incentive to negotiate deals that actually work. In The Point of the Deal, Danny Ertel and Mark Gordon explain how to transition from a deal-maker mentality (focusing on making the agreement) to an implementation mind-set (ensuring the deal generates value for your company after the ink on the contract has dried). The authors show you how to: Treat the deal as a means, not an end, by asking what you need from your counterpart over and above a "yes". Consult stakeholders, determining whom you'll need to get to "yes" and beyond Set precedents that will help guide joint behavior after you've signed the deal Air your concerns - in ways that still get you to "yes" and beyond Help your counterparts avoid overcommitting - maximizing the likelihood they'll be able to deliver on their part of the bargain Run past the finish line - by articulating how you'll get from "yes" to your final destination With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to instilling an implementation mind-set works in all kinds of familiar contexts for business deals - including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier 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 critical business process that drives real value for their organizations

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Summary

Summary

Why do so many deals that look good on paper end up in tatters? Deal makers often treat the handshake or signed contract - getting to "yes" - as the final destination in their bargaining journey rather than the start of a cooperative venture. Even worse, most companies reward negotiators on the basis of the number and size of the deals they're signing, giving them no incentive to negotiate deals that actually work. In The Point of the Deal, Danny Ertel and Mark Gordon explain how to transition from a deal-maker mentality (focusing on making the agreement) to an implementation mind-set (ensuring the deal generates value for your company after the ink on the contract has dried). The authors show you how to: Treat the deal as a means, not an end, by asking what you need from your counterpart over and above a "yes". Consult stakeholders, determining whom you'll need to get to "yes" and beyond Set precedents that will help guide joint behavior after you've signed the deal Air your concerns - in ways that still get you to "yes" and beyond Help your counterparts avoid overcommitting - maximizing the likelihood they'll be able to deliver on their part of the bargain Run past the finish line - by articulating how you'll get from "yes" to your final destination With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to instilling an implementation mind-set works in all kinds of familiar contexts for business deals - including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier 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 critical business process that drives real value for their organizations

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Author

Author Bio: Danny Ertel

Author Bio: Danny Ertel

Danny Ertel is a founding partner of Vantage Partners and is a leading authority on negotiation, relationship management, and conflict management. He is the coauthor of The Point of the Deal: How to Negotiate When Yes Is Not Enough.

Titles by Author

Author Bio: Mark Gordon

Author Bio: Mark Gordon

Titles by Author

Details

Details

Available Formats : CD, MP3 CD
Runtime: 7.83
Audience: Adult
Language: English