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The Point of the Deal: How to Negotiate When Yes Is Not Enough Audiobook, by Danny Ertel Play Audiobook Sample

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

The Point of the Deal: How to Negotiate When Yes Is Not Enough Audiobook, by Danny Ertel Play Audiobook Sample
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Read By: Erik Synnestvedt Publisher: Gildan Media Listen Time: at 1.0x Speed 5.17 hours at 1.5x Speed 3.88 hours at 2.0x Speed Release Date: January 2008 Format: Unabridged Audiobook ISBN: 9781596591974

Quick Stats About this Audiobook

Total Audiobook Chapters:

14

Longest Chapter Length:

81:14 minutes

Shortest Chapter Length:

06:19 minutes

Average Chapter Length:

33:37 minutes

Audiobooks by this Author:

1

Publisher Description

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 deal-maker 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 how 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

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"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? "

— Neutrino123 (4 out of 5 stars)

The Point of the Deal Listener Reviews

Overall Performance: 3.5 out of 53.5 out of 53.5 out of 53.5 out of 53.5 out of 5 (3.50)
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  • Overall Performance: 3 out of 53 out of 53 out of 53 out of 53 out of 5 Narration Rating: 0 out of 50 out of 50 out of 50 out of 50 out of 5 Story Rating: 0 out of 50 out of 50 out of 50 out of 50 out of 5

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

    — Igor, 4/19/2010
  • Overall Performance: 4 out of 54 out of 54 out of 54 out of 54 out of 5 Narration Rating: 0 out of 50 out of 50 out of 50 out of 50 out of 5 Story Rating: 0 out of 50 out of 50 out of 50 out of 50 out of 5

    " 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? "

    — Neutrino123, 4/12/2010

About the Authors

Danny Ertel is a founding partner of Vantage Partners and is a leading authority on negotiation, relationship management, and conflict management. He is the coauthor of The Point of the Deal: How to Negotiate When Yes Is Not Enough.

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.

About Erik Synnestvedt

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.