The point of the deal :
Ertel, Danny, 1960-
The point of the deal : How to negotiate when "yes" is not enough / Danny Ertel, Mark Gordon. - Boston, Mass. : Harvard Business School Press, c2007. - xvii, 265 p. : ill. ; 25 cm.
Includes bibliographical references (p. [239]-243) and index.
The deal-making mind-set -- Treat the deal as a means to an end -- Consult broadly -- Make history -- Air your nightmares -- Don't let them overcommit -- Run past the finish line -- Managing negotiators -- Building an organization that does deals worth doing -- Bet-the-company deals -- Bread-and-butter deals.
9781422102336
2007017285
Negotiation in business.
Negotiation.
658.4052 / ERT
The point of the deal : How to negotiate when "yes" is not enough / Danny Ertel, Mark Gordon. - Boston, Mass. : Harvard Business School Press, c2007. - xvii, 265 p. : ill. ; 25 cm.
Includes bibliographical references (p. [239]-243) and index.
The deal-making mind-set -- Treat the deal as a means to an end -- Consult broadly -- Make history -- Air your nightmares -- Don't let them overcommit -- Run past the finish line -- Managing negotiators -- Building an organization that does deals worth doing -- Bet-the-company deals -- Bread-and-butter deals.
9781422102336
2007017285
Negotiation in business.
Negotiation.
658.4052 / ERT