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039 ## $a20151202102016 $bnamtd $c20151202101529 $dnamtd $y20151008172108 $zcaophuong
082 ## $a658.1 $bER-D
100 $aErtel, Danny
245 ## $aThe Point of The Deal : $bHow to Negotiate When Yes is Not Enough
260 ## $aUSA : $bHavard Business School Press, $c2007
300 ## $a261 pages : $bFigures ; $c24cm
520 ## $aWhy 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.
653 ## $aDeal
653 ## $aHavard Business
653 ## $aHow to Negotiate When Yes is Not Enough
653 ## $aThe Point of The Deal
852 ## $a07 $bKho Khoa Luật $j(1): 07101884
890 ## $a1 $b2 $c0 $d0