『The Point of the Deal』のカバーアート

The Point of the Deal

How to Negotiate When Yes Is Not Enough

 プレビューの再生

Audibleプレミアムプラン30日間無料体験

プレミアムプランを無料で試す
オーディオブック・ポッドキャスト・オリジナル作品など数十万以上の対象作品が聴き放題。
オーディオブックをお得な会員価格で購入できます。
30日間の無料体験後は月額￥1500で自動更新します。いつでも退会できます。

The Point of the Deal

著者： Danny Ertel, Mark Gordon
ナレーター： Erik Synnestvedt
プレミアムプランを無料で試す

30日間の無料体験後は月額￥1500で自動更新します。いつでも退会できます。

￥2,600 で購入

￥2,600 で購入

注文を確定する
下4桁がのクレジットカードで支払う
支払方法を変更する
ボタンを押すと、Audibleの利用規約およびAmazonのプライバシー規約同意したものとみなされます。支払方法および返品等についてはこちら。
キャンセル

このコンテンツについて

 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.

    • ©2007 Vantage Partners, LLC (P)2008 Gildan Media Corp     マネジメント マネジメント・リーダーシップ 交渉

    The Point of the Dealに寄せられたリスナーの声

    カスタマーレビュー：以下のタブを選択することで、他のサイトのレビューをご覧になれます。

    Audible.co.jp

    Amazon.co.jp
    レビューはまだありません。