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Deal Making 2.0: A Guide to Complex Negotiations
Lax, David A.; Sebenius, James K.Artículo HBS-R1211G-EMost big deals--megamergers, major sales, infrastructure projects--are built on a series of smaller ones. Each component deal presents a tactical challenge, but sequencing the parts in a way that achieves the target outcome is a strategic challenge that can unfold over months or years. This process, which the authors call a negotiation campaign, must generally be conducted on several fronts, each involving multiple parties. A multifront campaign ...Desde 8,20 €