Getting Past Yes: Negotiating as if Implementation Mattered
Why do so many deals that looked great on paper end up in tatters? Negotiators on both sides probably focused too much on closing the deals and squeezing the best terms out of one another - and not enough on implementation. Bargainers with this deal-maker mind-set never ask how - or whether - their agreement will work in practice. Once implementation begins, surprises and disappointments crop up- often torpedoing the deal.
The full content of this page is only available to SIG Members.
Why do so many deals that looked great on paper end up in tatters? Negotiators on both sides probably focused too much on closing the deals and squeezing the best terms out of one another - and not enough on implementation. Bargainers with this deal-maker mind-set never ask how - or whether - their agreement will work in practice. Once implementation begins, surprises and disappointments crop up- often torpedoing the deal.