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

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Getting past yes : negotiating as if implementation mattered / Danny Ertel

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 practise

En: Harvard business review. - Boston. - November 2004 ; p. 60-68

1. Empresas . 2. Negociación . 3. Estrategia empresarial . 4. Técnicas de negociación . I. Título.