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Subramani

JodhpurIndia

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  • 1 reviews
  • 5 ratings
  • 1 titles in library
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  • The Point of the Deal: How to Negotiate When Yes Is Not Enough

    • UNABRIDGED (7 hrs and 51 mins)
    • By Danny Ertel, Mark Gordon
    • Narrated By Erik Synnestvedt
    Overall
    (5)
    Performance
    (1)
    Story
    (1)

    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.

    Subramani says: "must read book"
    "must read book"
    Overall

    This is a great book and in fact an eye opener for many people engaged in day to day and/or strategic negotiations.

    Most often people forget the point of the deal and the objective behind the whole negotiation and just get down to somehow getting their points pressed through. This initial victory often leads to a disaster at the end.

    1 of 1 people found this review helpful

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