The Value of Adopting an Implementation-Matters Mind-Set
Danny Ertel and Mark Gordon
September 29, 2008
In The Point of the Deal we make the argument that when implementation matters, you have to negotiate differently than when you only care about getting the deal signed. In this article we reflect a bit on some research by the International Association of Commercial Contract Managers (IACCM) about the value of looking beyond the signing of the deal, and discuss some ways that organizations — not just individual negotiators — can increase their capability to negotiate deals with a focus on successful implementation.
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