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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
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Abstract

Getting the other party to overcommit in the negotiation doesn't serve your interests. This chapter shows you how to focus on achievable and rewarding goals. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.
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
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
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
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
View full details
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
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
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
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
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
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
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
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

Getting the other party to overcommit in the negotiation doesn't serve your interests. This chapter shows you how to focus on achievable and rewarding goals. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.

Related

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
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
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
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
View full details
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
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
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
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
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
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
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
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