Ertel, Danny,  1960- <br/><br/>
The point of the deal :  how to negotiate when "yes" is not enough /  [book] 
Danny Ertel, Mark Gordon 
 - Boston, Mass. :  Harvard Business School Press,  c2007. 
 - xvii, 265 p. :  ill. 
<br/><br/>Includes bibliographical references (p. [239]-243) and index 
<br/><br/>The deal-making mind-set -- Treat the deal as a means to an end -- Consult broadly -- Make history -- Air your nightmares -- Don't let them overcommit -- Run past the finish line -- Managing negotiators -- Building an organization that does deals worth doing -- Bet-the-company deals -- Bread-and-butter deals 
<br/><br/><label>ISBN: </label>9781422102336 (hardcover : alk. paper) 1422102335 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business<br/>Negotiation
<br/><br/><label>LC Class. No.: </label>HD58.6  / .E78 2007