The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough

by Danny Ertel, Mark Gordon

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.

Genres: Business, Communication

265 pages, Hardcover

First published September 24, 2007

Reviews

[Claudine · Rating 4 out of 5]

It surprise me that I enjoyed reading this.
It gave a different perspective to negotiation - negotiation starting from the beginning of the relationship & 'winning' doesn't always made for a great implementation and partnership

[Neutrino123 · Rating 4 out of 5]

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?

[Igor · Rating 3 out of 5]

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

[Boaz · Rating 3 out of 5]

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

[Harish B · Rating 3 out of 5]

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.

[Rodolfo · Rating 4 out of 5]

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