基本信息出版社：Harvard Business School Press; 1 edition
页码：240 页
出版日期：2007年10月
ISBN：1422102335
条形码：9781422102336
版本：Hardcover
装帧：精装
开本：16
正文语种：英语
外文书名：生意的关键点

内容简介 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
作者简介 Danny Ertel is a founding partner of Vantage Partners and is a leading authority on negotiation, relationship management, and conflict management. Mark Gordon is a founder and director of Vantage Partners and is a Senior Advisor to the Harvard Negotiation Project at Harvard Law School.
媒体推荐 Negotiating a good deal means more than winning on price or other terms... --CIO Insight, September 17, 2007