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Abstract
The point of the deal is not simply 'getting to yes' but forming strategic partnerships that last after the contracts are signed. This chapter introduces readers to essential concepts in negotiating. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 10 pages
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 19 pages
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 35 pages
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 20 pages
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 18 pages
About
Abstract
The point of the deal is not simply 'getting to yes' but forming strategic partnerships that last after the contracts are signed. This chapter introduces readers to essential concepts in negotiating. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.
Related
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 10 pages
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 19 pages
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 35 pages
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 20 pages
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by:
Harvard Business Publishing
Length: 18 pages