Search
Documentation Center

Deal making 2.0 : a guide to complex negotiations
Recurso electrónico / electronic resource
MAP20120046269
Lax, David A. ‌
Deal making 2.0 : a guide to complex negotiations / David A. Lax, James K. Sebenius
Sumario: Most big deals are built on a series of smaller ones. Thats true of megamergers, major sales, infrastructure projects, and even some UN resolutions. These deals are the culmination of many focused negotiations among various parties, each with its own concerns. Most deal-making advice addresses how to choose the right tactics for each piece of the puzzle. Absent from the literature is guidance on how best to put the pieces together, let alone how to identify them in the first place. This leaves a glaring gap.
En: Harvard business review. - Boston : Impact Media Comercial S.A., 1988-. - 05/11/2012 Tomo 90 Número 11 - noviembre 2012 , p. 92-101
1. Negociación ‌. 2. Directivos de empresas ‌. 3. Estrategia empresarial ‌. 4. Planificación estratégica ‌. 5. Identificación de riesgos ‌. I. Sebenius, James K. ‌. II. Title.