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The After-Deal

What Happens After You Close A Deal?

Eliane Karsaklian (author)

ISBN: 9781641138062

Publication Date: Nov 2019

Format: Paperback

Also available as: Hardback  

Explains why the negotiation process is not finished when a deal is signed and elaborates on how to get better deals when focusing on sustainable collaboration rather than on the deal itself. The book is a pioneer in showing the extent of the negotiation process.
£46.50

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  • Full Description
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  • Table of Contents
  • Author Biography
  • Customer Reviews
This book explains why the negotiation process is not finished when a deal is signed and elaborates on how to get better deals when focusing on sustainable collaboration rather than on the deal itself.

This book is a pioneer in showing the extent of the negotiation process. It makes the case that whenever negotiators assume that the negotiation is finished when a deal is signed they dive into a pitfall. What follows the signature of a deal is the enforcement of the contract which is when all surprises and difficulties unfold. By assuming that the negotiation was over, companies are taken by surprise by all the features of the after-deal and often improvise their solutions because there is urgency what leads to higher levels of stress and risks.

This book shows how to shift from stressful, hazardous and confrontational situations to enjoyable, comfortable and future oriented negotiation strategies.
Pages 116
Dimensions 234 x 156
Date Published 30 Nov 2019
Publisher Information Age Publishing
Subject/s Management & management techniques   Management: leadership & motivation   Business negotiation  
  • Introduction
  • Chapter 1: You Can Protect Yourself From Change or Be an Inspiring Trend Setter
  • Chapter 2: If You Can't Measure It, It's Not Real
  • Chapter 3: Winning and Losing Are Just Emotions
  • Chapter 4: Sustainable Negotiation Is a Mindset, a Lifestyle
  • Chapter 5: Anchor: Stability or Chain?
  • Chapter 6: Have It Done or Enjoy the Process
  • Chapter 7: What You Cannot See Can Hit You
  • Chapter 8: A Vision of Future
  • Chapter 9: When the World Was Flat
  • Chapter It Is Nice to Be Important, But It Is More Important to Be Nice
  • Chapter 11: God Doesn't Play Dice
  • Chapter 12: Getting Used Is Handy but Tricky Because It Prevents People From Thinking Differently
  • Chapter 13 If It's Built Right It Lasts Conclusion To Infinity and Beyond!
  • References
  • About the Author
Eliane Karsaklian, University of Illinois at Chicago.

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