Why do so many business deals that look good on paper end up in tatters once they€™re put into action? Because deal makers often treat the signed contract as the final destination in their bargaining journey€”instead of the start of a cooperative venture. In The Point of the Deal, Danny Ertel and Mark Gordon show what negotiation looks like when the players involved strive to make the deal work in practice€”not just on paper. In this book, you€™ll discover how to make the transition from concentrating on getting the deal done to focusing on what it takes to achieve value after the ink has dried. With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to crafting an implementation mind-set works in all kinds of familiar business contexts€”including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships.