Why do this many deals that look great on paper end up in tatters? Offer makers often deal with the handshake or signed contract – getting to ‘yes’ – as the final destination within their bargaining trip as opposed to the start of the cooperative venture.

A whole lot worse, most companies reward negotiators on the basis of the amount and size of the deals they’re signing, giving them no incentive to negotiate deals that truly work.

In The Point of the Deal, Danny Ertel and Tag Gordon explain how exactly to about THE IDEA of the offer: How to Negotiate When Yes Is Not Enough transition from a deal-maker mentality (concentrating on building the agreement) to an implementation mind-set (ensuring the offer generates value for your organization following the ink on the contract has dried). The authors show you how exactly to:

Treat the offer as a means, not an end, by asking the thing you need from your own counterpart over and above a ‘yes’.

Consult stakeholders, determining whom you’ll need to get to ‘yes’ and beyond

Set precedents that will help guidebook joint behavior after you’ve signed the offer

Air your problems – with techniques that still get you to ‘yes’ and beyond

Help your counterparts prevent overcommitting – making the most of the chance they’ll be in a position to deliver on their area of the bargain

Run at night finish series – by articulating how you’ll receive from ‘yes’ to your final destination

With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their method of instilling an implementation mind-set functions in all kinds of familiar contexts for business deals – including mergers and acquisitions, joint endeavors, alliances, outsourcing arrangements, and customer and supplier relationships.

THE IDEA of the offer not merely offers crucial advice for individual negotiators and teams, it also enables managers to take care of negotiation as a critical business process that drives real value for his or her organizations