Point of the Deal

Danny Ertel is a founding partner of Vantage Partners and is a leading authority on negotiation, relationship management, and conflict management. Mark Gordon is a founder and director of Vantage Partners and is a Senior Advisor to the Harvard Negotiation Project at Harvard Law School.

• Chapter 1 Introduction: The Case for Implementation-Prone Agreements Chapter 2 Deals with a Point: Getting Value after the Ink has dried Chapter 3 The Deal is a Means to An End -- Chapter 4 Broader consultation Means Better Implementation Chapter 5 The Negotiation is the First Best Example of How you deal with Each Other Chapter 6 Airing Your Nightmares Can Strengthen Relationships Chapter 7 Getting Them to Over-commit Doesn't Serve your Interests Chapter 8 Running past the Finish Line Gets you to the End Chapter 9 Managing Negotiators when Implementation Matters Chapter 10 Building an Organization that Does Deals worth Doing Chapter 11 Implications for Negotiating 'Bet the Company' Deals: Mergers, Joint Ventures, Alliances, and Multi-Function Outsourcing Contracts Chapter 12 Implications for Negotiating 'Bread and Butter' Deals with Suppliers and Customers Chapter 13 Conclusion: When 'Yes' is not enough