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

Author: Mark Gordon, Danny Ertel

Narrator: Erik Synnestvedt

Unabridged: 7 hr 53 min

Format: Digital Audiobook Download

Publisher: Ascent Audio

Published: 01/15/2008


Synopsis

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 how 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

Reviews

Goodreads review by Boaz on December 12, 2015

Very interesting, but too long this book can be made more concise......more

Goodreads review by Harish on July 03, 2016

If you are expecting quick tips on negotiations, you will be disappointed. This book gives a different perspective on negotiating with a long term view.......more

Goodreads review by Neutrino123 on November 29, 2009

As a complement to Getting to Yes, this book puts any single act of negotiating in perspective: What matters most? The terms of the deal, or the nature of the resulting relationship?......more

Goodreads review by Igor on July 06, 2010

Common sense based. When I'll feel need to negotiate important issues or just to know more I will get back to this book.......more

Goodreads review by Rodolfo on April 14, 2017

Ao analisar as negociações sob a ótica da implementação, The Point of the Deal torna-se extremamente útil para todos que trabalham em B2B.......more