Turning Negotiation into a Corporate Capability将谈判转化为企业能力.pdfVIP

HBR F R O M T H E H A R V A R D B U S I N E S S R E V I E W OnPoint A R T I C L E Does your company Turning Negotiation into negotiate as if each deal were a on e-off? Here’s how a Corporate Capability a negotiation system can by Danny Ertel energize your partnerships and boost your profits. New sections to guide you through the article: • The Idea in Brief • The Idea at Work • Exploring Further. . . P R O D U C T N U M B E R 5 3 9 4 T H E I D E A I N B R I E F Turning Negotiation into a Corporate Capability Your firm probably negotiates thousands of To avoid this problem, you need a coordinated times every year—from special customer deals approach to negotiation. By making some mod- Dto supplier contracts to joint-venture partnering. est but systematic changes, you can help your negotiators share information and start each A single deal may not greatly impact your com- deal understanding how it supports thefirm’s pany’s fortunes. But taken together, they can goals. The pay-offs? Smarter deals, stronger make or break your bottom line. If individual relationships with outside partners, and more