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Conclusion: When "Yes" Is Not Enough
Ertel, Danny; Gordon, MarkBook Chapter HBS-5031BC-EThis chapter answers questions about implementing strategies for doing better deals. 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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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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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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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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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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The Deal-Making Mind-set: Why "Yes" Is Often Not Enough
Ertel, Danny; Gordon, MarkBook Chapter HBS-5042BC-EThis chapter examines common mistakes made during negotiation and provides individuals and organizations with the self-reflective questions essential to getting beyond "yes." 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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Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing
Ertel, Danny; Gordon, MarkBook Chapter HBS-5035BC-ENegotiation may seem like the last unmanageable frontier in business yet even star negotiators need guidance and management. This chapter includes coaching questions and competency guides to help in your management of negotiators. 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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Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal
Ertel, Danny; Gordon, MarkBook Chapter HBS-5038BC-ERisk is an ordinary and necessary part of any negotiation process and should be treated as such. This chapter discusses how to express concerns without creating an adversarial climate. 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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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