{"title":"Danny Ertel","description":null,"products":[{"product_id":"point-of-the-deal-book-danny-ertel-9781422102336","title":"The Point of the Deal","description":"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 relationships.","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49610764157201,"sku":"GOR007167466","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50281597731089,"sku":"CIN1422102335VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ NEW \/ INGRAM","offer_id":52680921350417,"sku":"NLS9781422102336","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1422102335.jpg?v=1751430834"},{"product_id":"the-point-of-the-deal-how-to-negotiate-when-yes-is-not-enough-cd-9781596591684","title":"The Point of the Deal","description":"Why do so many deals that look good on paper end up in tatters? Often, the problem begins at the negotiating table. In fact, the very person everyone thinks is pivotal to a deal's success-the negotiator-is often the one who undermines it. That's because most negotiators have a deal maker mind-set; they see the signed contract as the final destination rather than the start of a cooperative venture. 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. \u003cp\u003e\u003c\/p\u003eCorporate negotiation experts Danny Ertel and Mark Gordon assert that organizations and negotiators must transition from a deal maker mentality-which involves squeezing your counterpart for everything you can get-to an implementation mind-set-which sets the stage for a healthy working relationship long after the ink has dried. Achieving this implementation mind-set demands some critical new approaches, and Ertel and Gordon illustrate how these approaches work in all kinds of familiar business negotiation contexts, using examples from across numerous industries, countries, and functions. \u003cp\u003e\u003c\/p\u003e\u003ci\u003ePoint of the Deal\u003c\/i\u003e conveys the powerful message that the best deals don't end at the negotiating table and shows how organizations can bring the implementation mindset to all of their negotiation planning and practice.","brand":"WoB","offers":[{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":49896895086865,"sku":"CIN1596591684VG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1596591684.jpg?v=1751182625"}],"url":"https:\/\/www.worldofbooks.com\/en-gb\/collections\/author-books-by-danny-ertel.oembed","provider":"World of Books ","version":"1.0","type":"link"}