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Why do so many business deals that look good on paper end up in tatters once they’re put into action? Because deal makers often treat the signed contract as the final destination in their bargaining journey—instead of the start of a cooperative venture. In The Point of the Deal, Danny Ertel and Mark Gordon show what negotiation looks like when the players involved strive to make the deal work in practice—not just on paper.

In this book, you’ll discover how to make the transition from concentrating on getting the deal done to focusing on what it takes to achieve value after the ink has dried. With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to crafting an implementation mind-set works in all kinds of familiar business contexts—including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships.

作者简介：

DANNY ERTEL is a founding partner of Vantage Partners and head of its outsourcing practice; an award-winning author and leading authority, on negotiation and relationship management; and chairman of Janeeva, Inc.

Preface

Acknowledgments

1 Introduction

What's the point?

2 The Deal-Makin8 Mind-set

Why "yes" is often not enough

Part Ⅰ The Implementation Mind-set

3 Treat the Deal as a Means to an End

What do you need beyond a "yes"?

4 Consult Broadly

Who do you need to set beyond "yes"?

5 Make History

How do you set the right precedent for implementation?

6 Air Your Nishtmares

How do you discuss risk without riskin8 the deal?

7 Don't Let Them Overcommit

How do you help make sure your counterparts can deliver?

8 Run Past the Finish Line

How do you stay focused on the real goal?

Part Ⅱ Negotiating and the Organization

9 Managing Negotiators

How do you steer them toward deals worth doing?

10 Building an Organization That Does

Deals Worth Doing

How so many smart companies get it wrong

Part Ⅲ Critical Deals in Which Implementation Matters

11 Bet-the-Company Deals

Mergers, alliances, and outsourcing

12 Bread-and-Butter Deals

Customers and suppliers

13 Conclusion

When "yes" is not enough

Notes

Analytical Table of Contents

Index

About the Authors

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书籍介绍

Book Description

Why do so many business deals that look good on paper end up in tatters once they’re put into action? Because deal makers often treat the signed contract as the final destination in their bargaining journey—instead of the start of a cooperative venture. In The Point of the Deal, Danny Ertel and Mark Gordon show what negotiation looks like when the players involved strive to make the deal work in practice—not just on paper. In this book, you’ll discover how to make the transition from concentrating on getting the deal done to focusing on what it takes to achieve value after the ink has dried. With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to crafting an implementation mind-set works in all kinds of familiar business contexts—including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships.

Review

Negotiating a good deal means more than winning on price or other terms... --CIO Insight, September 17, 2007

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成交只是起点:为顺利履行合同而谈判