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The point of the deal how to negotiate when yes is not enough (Your coach in a box)

by Ertel, Danny, 1960-

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Summary

Why do so many deals that look good on paper end up in tatters? Deal makers often treat the handshake or signed contract-getting to "yes"-as the final destination in their bargaining journey rather than the start of a cooperative venture. Even worse, most companies reward negotiators on the basis of... Full description

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