The Point of the Deal

Authors Ertel and Gordon acknowledge that the subject of negotiating business deals has generated an unbelievable amount of literature. However, they contend that most of that literature stops at "getting to yes," and fails to follow through to actual implementation of the negotiated agreement. The authors discuss how to treat the deal as a means to a goal, and not as the goal itself. They draw on examples from industry, countries, and other sources to illustrate how their philosophy can work in a variety of settings, from mergers and acquisitions to customer and supplier relationships. Annotation 穢2008 Book News, Inc., Portland, OR (booknews.com)