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The Point of the Deal: How to Negotiate When Yes Is Not Enough (Coach) [ Audio Book]

by: Danny Ertel, Mark Gordon
en

1596591684 

 


The Point of the Deal: How to Negotiate When Yes Is Not Enough (Coach)
By Danny Ertel, Mark Gordon


 


Product Description:

Why do so many deals that look good on paper end up in tatters? Often, the problem begins at the negotiating table. In fact, the very person everyone thinks is pivotal to a deal's success-the negotiator-is often the one who undermines it. That's because most negotiators have a deal maker mind-set; they see the signed contract as the final destination 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.

Corporate negotiation experts Danny Ertel and Mark Gordon assert that organizations and negotiators must transition from a deal maker mentality-which involves squeezing your counterpart for everything you can get-to an implementation mind-set-which sets the stage for a healthy working relationship long after the ink has dried. Achieving this implementation mind-set demands some critical new approaches, and Ertel and Gordon illustrate how these approaches work in all kinds of familiar business negotiation contexts, using examples from across numerous industries, countries, and functions.

Point of the Deal conveys the powerful message that the best deals don't end at the negotiating table and shows how organizations can bring the "implementation mindset" to all of their negotiation planning and practice.



Summary: What happens after yes...YES!
Rating: 5

As a person holding an "implementor" role in a global outsourcing firm, I felt as if the opening chapters of this book were scripted from our business model. Don't let the delivery folks into the room - they might speak the truth. Just get it sold -delivery will figure it out. And then both customer and supplier hang on for dear life for 3 to 7 years and pray that it doesn't happen again - but it does. This book should be required reading for every "deal team" and should help customers and suppliers alike move from deals with high failure rates to sustainable relationships with profit and performance enough to make even the most skeptical deal maker change their tactics. A worthy successor to the other fine books from the minds of the Vantage Partners. Pointed, understandable, actionable, and right on the money. Recommended for anyone who has to interact externally or internally on anything more than a transactional basis. Something to be learned on every page no matter how long you have been doing deals or how good you think you are.



Summary: Business libraries, especially those catering to managers, need this.
Rating: 5

Why do business deals fall apart, and how do strategists and deal-makers fail? THE POINT OF THE DEAL: HOW TO NEGOTIATE WHEN YES IS NOT ENOUGH goes beyond the usual business focus on getting the deal to examine what makes it work or causes it to fail. From a different focus on using the deal as a means and not the end goal to considering behaviors after the deal has been signed, THE POINT OF THE DEAL follows through where other books end, using strategies from different businesses and even different countries to show how a different focus on implementation processes leads to success. Business libraries, especially those catering to managers, need this.



Summary: Insights on negotiating deals that work.
Rating: 5

The first line of this book's preface asks what many potential readers may be thinking: "Yet another book about negotiation?" The answer is yes, and a much-needed one. Many books on making deals are out there. Some are good, others bad, but most focus on the negotiation process. Even those that emphasize extensive preparation and research tend to focus on the deal itself - making it, improving it, wording it. Danny Ertel and Mark Gordon focus elsewhere. They direct readers to a single core concept: implementation. In doing so, and in illustrating what focusing on implementation means in practice, they add genuinely new insight into negotiation. Shifting the focus to how the deal will work long-term, if it will work, and what sort of precedent the negotiation process establishes for ongoing interaction is extremely valuable. As a result, we recommend this book to anyone involved in negotiation.