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Download The Point of the Deal: How to Negotiate When Yes Is Not Enough Audiobook

Extended Audio Sample The Point of the Deal: How to Negotiate When Yes Is Not Enough Audiobook, by Danny Ertel Click for printable size audiobook cover
3 out of 53 out of 53 out of 53 out of 53 out of 5 3.00 (4 ratings) (rate this audio book) Author: Danny Ertel, Mark Gordon Narrator: Erik Synnestvedt Publisher: Gildan Audio Format: Unabridged Audiobook Delivery: Instant Download Audio Length: Release Date: January 2008 ISBN: 9781596591974
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Why do so many deals that look good on paper end up in tatters? Deal makers often treat the handshake or signed contract—getting to "yes"—as the final destination in their bargaining journey 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.

In The Point of the Deal, Danny Ertel and Mark Gordon explain how to transition from a dealmaker mentality (focusing on making the agreement) to an implementation mind-set (ensuring the deal generates value for your company after the ink on the contract has dried). The authors show you to:

–Treat the deal as a means, not an end, by asking what you need from your counterpart over and above a "yes."

–Consult stakeholders, determining whom you'll need to get to "yes" and beyond

–Set precedents that will help guide joint behavior after you've signed the deal

–Air your concerns in ways that still get you to "yes" and beyond

–Help your counterparts avoid overcommitting—maximizing the likelihood they'll be able to deliver on their part of the bargain

–Run past the finish line by articulating how you'll get from "yes" to your final destination

With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to instilling an implementation mind-set works in all kinds of familiar contexts for business deals—including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships.

The Point of the Deal not only offers crucial advice for individual negotiators and teams, it also enables managers to treat negotiation as a critical business process that drives real value for their organizations.

"Ertel and Gordon are right: it's not only the deal that matters, but what happens afterward. The Point of the Deal provides practical advice on how to negotiate when implementation matters." 
-Douglas L. Braunstein, Head of Americas Investment Banking, J.P. Morgan Securities, Inc. 

"In this important and refreshing audio book, Ertel and Gordon remind us all: in every negotiation, know your purpose and don't forget it." 
-Roger Fisher, Coauthor of Getting to Yes

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Listener Opinions

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Igor | 4/19/2010

    " Common sense based. When I'll feel need to negotiate important issues or just to know more I will get back to this book. "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Neutrino123 | 4/12/2010

    " As a complement to Getting to Yes, this book puts any single act of negotiating in perspective: What matters most? The terms of the deal, or the nature of the resulting relationship? "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Neutrino123 | 10/23/2009

    " As a complement to Getting to Yes, this book puts any single act of negotiating in perspective: What matters most? The terms of the deal, or the nature of the resulting relationship? "

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About the Author
Danny Ertel is a founding partner of Vantage Partners and is a leading authority on negotiation, relationship management and conflict management. He was a Senior Researcher at the Harvard Negotiation Project, taught negotiation at the Univ. of Toronto Law Faculty, practiced law with Debevoise & Plimpton, and served as a law clerk to the Hon. Justice Harry A. Blackman on the U.S. Supreme Court. He co-authored Beyond Arbitration, which was the 1992 CPR Legal Program Book Award winner. He is also the co-author of Getting Ready To Negotiate (1995), and editor of Negociación 2000 (1996). Danny has written for and has been quoted in the Harvard Business Review, the Sloan Management Review, the Economist, Purchasing Today, and Financial Executive among others.

Mark Gordon is a founder and director of Vantage Partners and is a Senior Advisor to the Harvard Negotiation Project at Harvard Law School. He has worked with leading companies throughout the world across a broad range of industries. He is a frequent speaker on negotiation, alliance strategy and relationship management and has written for a variety of publications. Mark has also appeared on MSNBC as a negotiation expert.
About the Narrator

Erik Synnestvedt has recorded nearly two hundred audiobooks for trade publishers as well as for the Library of Congress Talking Books for the Blind program. They include The Day We Found the Universe by Marcia Bartusiak, A Game as Old as Empire edited by Steven Hiatt, and Twitter Power by Joel Comm.