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15 May 2008 · Article

Negotiation: The Point of the Deal

All of the negotiation sessions at the conference scored high marks, with the break-out by Brian Dietmeyer of Think! Inc. scoring especially well. But it was Danny Ertel's session, based on his book "The Point of the Deal", that excited the bloggers. The work draws from his observation that many companies see winning the deal as something quite separate and distinct from its implementation and management. And this, he suggests, leads to sub-optimized results.


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