Centro de Documentacion de Fundación MAPFRE - Getting past yes : negotiating as if implementation mattered

Notas: Many 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 practiseRegistros relacionados: En: Harvard business review. - Boston. - November 2004 ; p. 60-68Materia / lugar / evento: Empresas Negociación Estrategia empresarial Técnicas de negociación Otras clasificaciones: 922.111

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