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Getting past yes : negotiating as if implementation mattered

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MARC record
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001  MAP20071506123
003  MAP
005  20080418124945.0
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008  041123e20041101usa|||| | |00010|eng d
040  ‎$a‎MAP‎$b‎spa
084  ‎$a‎922.111
1001 ‎$0‎MAPA20080042745‎$a‎Ertel, Danny
24510‎$a‎Getting past yes‎$b‎: negotiating as if implementation mattered‎$c‎Danny Ertel
5208 ‎$a‎Many countless deals that were signed with optimism fall apart during implementation, despite the care and creativity with which their terms were crafted. The crux of the problem is that the very person everyone thinks is central to the deal, the negotiator, is the one who undermines the partnership's ability to succeed. The real challenge lies not to in hammering out little victories on the way to signing on the dotted line but in designing a deal that works in practise
65011‎$0‎MAPA20080546991‎$a‎Empresas
65001‎$0‎MAPA20080559694‎$a‎Negociación
65011‎$0‎MAPA20080606091‎$a‎Estrategia empresarial
65011‎$0‎MAPA20080612696‎$a‎Técnicas de negociación
7730 ‎$w‎MAP20077100345‎$g‎November 2004 ; p. 60-68‎$t‎Harvard business review‎$d‎Boston