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.
In this book, you'll discover how to make the transition from
concentrating on getting the deal done to focusing on what it takes
to achieve value after the ink has dried. With a wealth of examples
from multiple industries, countries, and functions, the authors
illustrate how their approach to crafting an implementation
mind-set works in all kinds of familiar business
contexts--including mergers and acquisitions, joint ventures,
alliances, outsourcing arrangements, and customer and supplier
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