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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
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Abstract

This chapter examines common mistakes made during negotiation and provides individuals and organizations with the self-reflective questions essential to getting beyond 'yes'. 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. 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
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

About

Abstract

This chapter examines common mistakes made during negotiation and provides individuals and organizations with the self-reflective questions essential to getting beyond 'yes'. 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. 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
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