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Negotiating Canberra : Australian Govrnment , 1990108p. ; 30cm
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The point of the deal : how to negotiate when "yes" is not enough / Danny Ertel ; Mark Gordon. Boston, Mass. : Harvard Business School Press, 2007xvii, 265 p. : ill. ; 25 cm.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 mindset (ensuring the deal generates value for your company after the ink on the contract has dried)." "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.
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