The point of the deal how to negotiate when "yes" is not enough
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 t...
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| Main Authors: | , |
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| Format: | Book |
| Language: | English |
| Published: |
Boston, Massachusetts
Harvard Business School Pub.
2007
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| Subjects: | |
| Online Access: | Click Here to View Status and Holdings. |
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Add Tag | Summary: | 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 ... |
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| Physical Description: | xvii, 265 pages illustrations 25 cm |
| Bibliography: | Includes bibliographical references (p. [239]-243) and index |
| ISBN: | 9781422102336 1422102335 |
Negotiating the better deal