Why Big Companies Struggle to Negotiate Great Deals
By
Ertel, Danny
Dealmakers should be empowered as problem-solvers without commitment authority so that they can explore solutions rather than defend fixed positions. Organizations must decide which deals and issues are truly worth negotiating, integrate ongoing stakeholder engagement instead of relying on early consensus, and replace traditional deal review boards with proactive deal value boards. Done well, this approach results in shortened deal cycles, greater leverage in complex deals, and more-valuable outcomes.
Collection: HBSP (USA)
Ref: HBS-R2601D-E
Format: PDF
Number of pages: 15
Publication Date: Jan 1, 2026
Language: English
Description
Dealmakers should be empowered as problem-solvers without commitment authority so that they can explore solutions rather than defend fixed positions. Organizations must decide which deals and issues are truly worth negotiating, integrate ongoing stakeholder engagement instead of relying on early consensus, and replace traditional deal review boards with proactive deal value boards. Done well, this approach results in shortened deal cycles, greater leverage in complex deals, and more-valuable outcomes.
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