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.
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 mind-set (ensuring the deal generates value for your company after the ink on the contract has dried). The authors show you how to:
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.
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.
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