Point of the Deal, The: How to Negotiate When Yes Is Not Enough
Play Windows Media Sample  Play Real Sample

Point of the Deal, The: How to Negotiate When Yes Is Not Enough

Written By : Danny Ertel and Mark Gordon
Narrated By : Erik Synnestvedt
Gildan Media Corp.
Duration : 7 hours 54 minutes
Categories : Sales
Training and Development
Knowledge & Learning
Download Price : $24.95
Buy Now...
Why do so many deals that look good on paper end up in tatters? Deal makers often treat the handshake or signed contract—getting to “yes”—as the final destination in their bargaining journey 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. 
 
In The Point of the Deal, Danny Ertel and Mark Gordon explain how to transition from a deal-maker mentality (focusing on making the agreement) to an implementation mind-set (ensuring the deal generates value for your company after the ink on the contract has dried. The authors show you to:
 
  • Treat the deal as a means, not an end, by asking what you need from your counterpart over and above a “yes.”
  • Consult stakeholders, determining whom you’ll need to get to “yes” and beyond
  • Set precedents that will help guide joint behavior after you’ve signed the deal
  • Air your concerns—in ways that still get you to “yes” and beyond
  • Help your counterparts avoid overcommitting—maximizing the likelihood they’ll be able to deliver on their part of the bargain
  • Run past the finish line—by articulating how you’ll get from “yes” to your final destination
 
With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to instilling an implementation mind-set works in all kinds of familiar contexts for business deals—including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships.
 
The Point of the Deal not only offers crucial advice for individual negotiators and teams, it also enables managers to treat negotiation as a critical business process that drives real value for their organizations.
 
 
“Ertel and Gordon are right: it’s not only the deal that matters, but what happens afterward. The Point of the Deal provides practical advice on how to negotiate when implementation matters.”     -Douglas L. Braunstein, Head of Americas Investment                                                  Banking, J.P. Morgan Securities, Inc.
 
“In this important and refreshing audio book, Ertel and Gordon remind us all: in every negotiation, know your purpose and don’t forget it.”
                                                Roger Fisher, Coauthor of Getting to Yes

Other titles you may be interested in

E Myth Revisited, The (Unabridged)

E Myth Revisited, The (Unabridged)

Written By : Michael E. Gerber
Narrated By : Michael E. Gerber
Harper Collins US
Duration : 8 hours
Categories : Management
Leadership
Strategy & Business Development
Training and Development
Download Price : $21.95 $10.99
In this edition of the totally revised underground bestseller The E-Myth, Michael Gerber dispels the myths surrounding starting your own business... More info...
Forget Your Fear or Phobia: Fear of Public Speaking or Making Presentations

Forget Your Fear or Phobia: Fear of Public Speaking or Making Presentations

Written By : Elizabeth Bohorquez, RN, C.Ht
Narrated By : Elizabeth Bohorquez, RN, C.Ht
International Medical & Health Writers, Ltd.
Duration : 1 hour 18 minutes
Categories : Sales
Training and Development
Alternative Therapies
Success
Stress Management
Download Price : $19.95
Manage fear of public speaking or making presentations with Interactive Self-Hypnosis Techniques More info...
Quantum NLP Thought Into Manifestation

Quantum NLP Thought Into Manifestation

Written By : Christiane Turner
Narrated By : Christiane Turner
Gildan Media Corp.
Duration : 8 hours
Categories : Personal Growth
Time Management
Training and Development
Self Help
Download Price : $29.98 $24.98
Quantum NLP is the art and science of Human Excellence. More info...
Tools To Make Your Website Profitable

Tools To Make Your Website Profitable

Written By : William Brand (Billy)
Narrated By : Male (Anonymous )
Gregg R Watson
Duration : 1 hour 45 minutes
Categories : Internet
Marketing
Starting a Business
Strategy & Business Development
Training and Development
Download Price : $37.85
"Tools To Make Your Website Profitable" Will Guide You Step By Step On How To Get Started Making Money On The Internet Today! More info...
Rich Dad's Advisors: Box Set Vol 1

Rich Dad's Advisors: Box Set Vol 1

Written By : Blair Singer, Jim Ward, Garrett Sutton Esq., Author, Bill Ratner
Narrated By : Various
Hachette Audio
Duration : 9 hours
Categories : Strategy & Business Development
Training and Development
Sales
Starting a Business
Download Price : $39.98 $24.28
Includes Building a Business Team, Own Your Own Corporation, and Sales Dogs. More info...

 creative problem solving

 

 feed

Copyright 2008 © All Rights Reserved www.brokenmessenger.com