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HBSP (USA)
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Bet-the-Company Deals: Mergers, Alliances, and Outsourcing
Ertel, Danny; Gordon, MarkBook Chapter HBS-5033BC-EMergers, alliances and outsourcing raise many questions about profit, social implications, competition, and fair trade issues. This chapter looks at how these "business combination" deals can use the implementation mindset to affect negotiation. This chapter is excerpted from "The Point of the Deal: How to Negotiate When Yes is Not Enough."Starting at €8.20
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Make History: How Do You Set the Right Precedent for Implementation
Ertel, Danny; Gordon, MarkBook Chapter HBS-5039BC-EBecause implementation means prolonged interaction with your counterparts, early on you must formulate and enact the precedents that will ensure future success. Anticipating and creating the history you need is the focus of this chapter. This chapter is excerpted from "The Point of the Deal: How to Negotiate When Yes is Not Enough."Starting at €8.20
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Treat the Deal as a Means to an End: What Do You Need Beyond a "Yes"
Ertel, Danny; Gordon, MarkBook Chapter HBS-5041BC-EFinalized documents don't signal the end of negotiation. Instead, as this chapter illustrates, understanding and being explicit about your post-negotiation relationship is key to making and maintaining profits. This chapter is excerpted from "The Point of the Deal: How to Negotiate When Yes is Not Enough."Starting at €8.20
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Points of Law: Unbundling Corporate Legal Services to Unlock Value
Ertel, Danny; Gordon, MarkArticle HBS-R1207M-EEconomicsThe traditionally close relationship between corporate legal departments and big law firms is being disrupted--in part because the former are concerned about costs and lack of accountability. But executives now have many more choices about how to get their legal work done: They can use technology to do document search, bring in high-end temporary lawyers to manage major projects, or send routine processing work overseas. It's tempting for legal d...Starting at €8.20
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What's Your Negotiation Strategy
Hughes, Jonathan; Ertel, DannyArticle HBS-R2004E-EStrategyMany people don't tackle negotiations in a proactive way; instead, they simply react to moves the other side makes. While that approach may work in a lot of instances, complex deals demand a much more strategic approach. The best negotiators look beyond tStarting at €8.20
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Bread-and-Butter Deals: Customers and Suppliers
Ertel, Danny; Gordon, MarkBook Chapter HBS-5032BC-EIt's the small "n" negotiations where value can be captured or squandered that can make the difference between success and failure in the business world. This chapter shows you why. This chapter is excerpted from "The Point of the Deal: How to Negotiate When Yes is Not Enough."Starting at €8.20
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Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong
Ertel, Danny; Gordon, MarkBook Chapter HBS-5034BC-EInstead of thinking of negotiation as an art, think of it as a discipline that must be approached in an organized, systemic manner. This chapter illustrates how such an outlook will help you achieve across-the-board improvements. This chapter is excerpted from "The Point of the Deal: How to Negotiate When Yes is Not Enough."Starting at €8.20
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Consult Broadly: Who Do You Need to Get Beyond "Yes"
Ertel, Danny; Gordon, MarkBook Chapter HBS-5040BC-EMany negotiators exclude others from the decision making process; however, such a strategy is ultimately harmful as it limits your access to knowledge. This chapter discusses how to achieve the right level of inclusivity in order to succeed. This chapter is excerpted from "The Point of the Deal: How to Negotiate When Yes is Not Enough."Starting at €8.20
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Negotiating As If Implementation Mattered (Spanish version)
Ertel, DannyArticle HBS-R0411CStrategyCombine disciplined negotiation preparation with post-negotiation reviews. Above all, companies must remember that the best deals don't end at the negotiating table--they begin there.Starting at €8.20
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Introduction: What's the Point--The Basics of Failure and Success in Negotiation Strategies
Ertel, Danny; Gordon, MarkBook Chapter HBS-4942BC-EThe point of the deal is not simply "getting to yes" but forming strategic partnerships that last after the contracts are signed. This chapter introduces readers to essential concepts in negotiating. This chapter is excerpted from "The Point of the Deal: How to Negotiate When Yes is Not Enough."Starting at €8.20