April 5, 2017

Deal Making and Negotiation - Top Management Involvement


Top managers have to make deals during resourcing function of management. They have to acquire various resources, many by paying a price. Human resources have to be offered salaries plus working conditions. The deals have legal contracts as well as psychological contracts.

The top managers need to have the ability to negotiate effectively in a wide range of business contexts, including deal making, employment discussions, corporate team building, labor/management talks, contracts, handling disputes, employee compensation, business acquisitions, vendor pricing and sales, real estate leases, and the fulfillment of contract obligations. Deal making and negotiation skills can be learned and practiced.

As an entrepreneur, does the prospect of negotiating with an employer, investor, or business partner make you cringe? Do you shudder at the thought of sitting across a table from someone and driving a hard bargain? As entrepreneurs, we’re constantly in situations where we need to negotiate the most favorable outcomes for our businesses.So to get you started, or give you a boost, the following article will describe five tenets of effective negotiation, including multiple strategies you can implement while following these principles.
How To Negotiate Like A Pro: 5 Proven Approaches
https://foundrmag.com/how-to-negotiate-like-a-pro-5-proven-approaches/



Deal-Making 101: The Basics
https://www.forbes.com/sites/brentbeshore/2013/05/15/deal-making-101-the-basics-explained/

Dealmaking for Entrepreneurs
http://www.independent.co.uk/student/young-entrepreneurs/dealmaking-for-entrepreneurs-6262191.html



Papers and Articles Based on Research

The PPP Negotiation Model: Problem, People, and Process
17 Mar 2017
Horst Eidenm├╝ller, Freshfields Professor of Commercial Law and Andreas Hacke, Visiting Lecturer
https://www.law.ox.ac.uk/business-law-blog/blog/2017/03/ppp-negotiation-model-problem-people-and-process

Closing the Deal like Closing the Sale is Important

5 Dealmaking Tips for Closing the Deal
Dealmaking tips for closing the deal in your next negotiation
BY PON STAFF — ON FEBRUARY 2ND, 2017
http://www.pon.harvard.edu/daily/dealmaking-daily/5-tips-for-closing-the-deal/


Why use many contracts for one deal?
07 Jun 2016
https://www.law.ox.ac.uk/business-law-blog/blog/2016/06/why-use-many-contracts-one-deal

Harvard Law School Training Programs on Negotiations



Great leaders are great negotiators.

Harvard Law School conducts training programs to equip you with the innovative negotiation strategies you need to excel at the bargaining table,

The programs will help you:

Improve working relationships and resolve seemingly intractable disputes.

Understand your BATNA (best alternative to a negotiated agreement) to gain a better understanding of your options.

Evaluate your personal tendencies in the face of conflict and learn to manage your bargaining strengths and weaknesses.

Recognize the most common manipulative negotiation tactics used by difficult people —and ways to neutralize their effects.

Win, not by defeating the other side, but by winning them over.
http://www.pon.harvard.edu/

Blog

http://www.pon.harvard.edu/category/daily/dealmaking-daily/

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