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The point of the deal : How to negotiate when "yes" is not enough / Danny Ertel, Mark Gordon.

By: Ertel, Danny, 1960-Contributor(s): Gordon, Mark (Mark N), 1956-Material type: Text

TextPublication details: Boston, Mass. : Harvard Business School Press, c2007Description: xvii, 265 p. : ill. ; 25 cmISBN: 9781422102336Subject(s): Negotiation in business | NegotiationDDC classification: 658.4052

Contents:

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.

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Books-General

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Includes bibliographical references (p. [239]-243) and index.

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