The Point of the Deal: How to Negotiate When YES is Not Enough

Danny Ertel and Mark Gordon
2007

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Why do so many business deals that look good on paper end up in tatters once they're put into action? Because deal makers often treat the signed contract as the final destination in their bargaining journey-instead of the start of a cooperative venture. In
The Point of the Deal, Danny Ertel and Mark Gordon show what negotiation looks like when the players involved strive to make the deal work in practice-not just on paper.

 

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