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Thumbnail image for product with reference number 5033BC
Bet-the-company Deals: Mergers, Alliances, and Outsourcing
Book chapter
-
Reference no. 5033BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 35 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
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Abstract

Mergers, alliances and outsourcing raise many questions about profit, social implications, competition, and fair trade issues. This chapter looks at how these 'business combination' deals can use the implementation mindset to affect negotiation. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.
Thumbnail image for product with reference number 4942BC
Introduction: What's the Point? - The Basics of Failure and Success in Negotiation Strategies
Book chapter
-
Reference no. 4942BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 17 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5031BC
Conclusion: When 'Yes' Is Not Enough
Book chapter
-
Reference no. 5031BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 10 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5032BC
Bread-and-butter Deals: Customers and Suppliers
Book chapter
-
Reference no. 5032BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 19 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power andinfluence
View full details
Thumbnail image for product with reference number 5034BC
Building an Organization That Does Deals Worth Doing: How so Many Smart Companies Get It Wrong
Book chapter
-
Reference no. 5034BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 39 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5035BC
Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?
Book chapter
-
Reference no. 5035BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 24 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5036BC
Run past the Finish Line: How Do You Stay Focused on the Real Goal? - Transitioning from Negotiation to Implementation
Book chapter
-
Reference no. 5036BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 12 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5037BC
Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?
Book chapter
-
Reference no. 5037BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 14 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5038BC
Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?
Book chapter
-
Reference no. 5038BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 17 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5039BC
Make History: How Do You Set the Right Precedent for Implementation?
Book chapter
-
Reference no. 5039BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 20 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5040BC
Consult Broadly: Who Do You Need to Get Beyond 'Yes'?
Book chapter
-
Reference no. 5040BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 20 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5041BC
Treat the Deal as a Means to an End: What Do You Need Beyond a 'Yes'?
Book chapter
-
Reference no. 5041BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 16 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5042BC
The Deal-making Mind-set: Why 'Yes' Is Often Not Enough
Book chapter
-
Reference no. 5042BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 18 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details

About

Abstract

Mergers, alliances and outsourcing raise many questions about profit, social implications, competition, and fair trade issues. This chapter looks at how these 'business combination' deals can use the implementation mindset to affect negotiation. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.

Related

Thumbnail image for product with reference number 4942BC
Introduction: What's the Point? - The Basics of Failure and Success in Negotiation Strategies
Book chapter
-
Reference no. 4942BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 17 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5031BC
Conclusion: When 'Yes' Is Not Enough
Book chapter
-
Reference no. 5031BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 10 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5032BC
Bread-and-butter Deals: Customers and Suppliers
Book chapter
-
Reference no. 5032BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 19 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power andinfluence
View full details
Thumbnail image for product with reference number 5034BC
Building an Organization That Does Deals Worth Doing: How so Many Smart Companies Get It Wrong
Book chapter
-
Reference no. 5034BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 39 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5035BC
Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?
Book chapter
-
Reference no. 5035BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 24 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5036BC
Run past the Finish Line: How Do You Stay Focused on the Real Goal? - Transitioning from Negotiation to Implementation
Book chapter
-
Reference no. 5036BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 12 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5037BC
Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?
Book chapter
-
Reference no. 5037BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 14 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5038BC
Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?
Book chapter
-
Reference no. 5038BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 17 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5039BC
Make History: How Do You Set the Right Precedent for Implementation?
Book chapter
-
Reference no. 5039BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 20 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5040BC
Consult Broadly: Who Do You Need to Get Beyond 'Yes'?
Book chapter
-
Reference no. 5040BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 20 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5041BC
Treat the Deal as a Means to an End: What Do You Need Beyond a 'Yes'?
Book chapter
-
Reference no. 5041BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 16 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details
Thumbnail image for product with reference number 5042BC
The Deal-making Mind-set: Why 'Yes' Is Often Not Enough
Book chapter
-
Reference no. 5042BC
Authors: Danny Ertel (Harvard Business School); Mark Gordon (Harvard Business School)
Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008
Length: 18 pages
Topics: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power and influence
View full details