ORGS 4560 Lecture Notes - Lecture 4: Plaintext, Business Process
9 May 2016
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Document Summary
Getting past yes: negotiating as if implementation mattered. Danny ertel signing a contract is just the beginning of the process of creating value the deal needs to be designed to actually work in practice. The real product of a negotiation -> the value produced once the parties have done what they agreed to do. Negotiators who understand that prepare differently than deal makers do. They don"t ask, what might they be willing to accept? but rather, how do we create value together? . They also negotiate differently, recognizing that value comes not from a signature but from real work performed long after the ink has dried. Negotiating for implementation: start with the end in mind goodwill and collaboration are needed during implementation. Early warning signs: what capabilities are necessary to accomplish our objectives, helps lead to different processes and metrics in the implementation plan. Answer those kinds of qs before the deal is finalized.
