The executive playbook for high-stakes business negotiation \u2014 the five disciplines that compound, the tactical moves that decide outcomes, and the structural categories from M&A to cross-border.
Fifty negotiation mistakes that cost companies millions \u2014 preparation, anchoring, contract language, tactical, timing, closing, and post-deal errors. What goes wrong, why, and how to prevent it.
If you’ve already been involved in a billion dollar negotiation, you probably know how nerve-wracking it can be, and how much pressure it is put on all participants. Based on the difficulty level of a negotiation, there must be taken into account several things, and in most cases a list with objectives must be put together. Generally speaking, the salesperson on the account has most of these responsibilities; he supervises the entire negotiations process and he needs to make sure that everything goes on smoothly.