Index – How to be a Better Deal-Closer

Index

acquisition, xv, 24, 61, 62

Aikins, Kingsley, 14, 31, 47, 58, 97

arbitration clause, 86

Balins, Jeremy, 27

BATNA. See best alternative to a negotiated agreement

Batra, Shefali, 9

Baum, L. Frank, 79

Bennett, Bo, 91

best alternative to a negotiated agreement (BATNA), 11, 17, 101

business negotiation

advantages of, 110111

importance of women in, 106107

incorporation of women/feminine in, 107110

underrepresentation of, 104106

business, xv, xix, 1, 25, 27, 35, 101, 104

“buy in”, 2

Carrie, Gill, 104, 108, 111

Carroll, Elaine, 106, 108, 110

Caselden, Jeff, 15, 31, 48, 59, 76, 88, 97

“cheap money”, xv

China, xvii

communication, business, 101, 121

definition, 68

types, 6869

Corcoran, Barbara, xix

corporate culture, 44. See also organizational culture

deals, xv, 7, 9, 11, 12, 39, 53, 82, 89, 93, 101. See also deal team; planning

activity, xvi

alternate pathways in, 1112

ambitious opening of, 64, 77

art of listening, 37, 38

blocks in, 7273

business network and relationship, 39

communication, importance of, 6869, 121

cultural differences, influence of, xvii, xxi, 64

deal review process, 92

developing deal zone, 2729

direction-setting in, 24

dynamics, 25

elements of, 63

first proposition, 6364, 77

future proofing, 8284

and gender, xviii, 104106

and generations, xviiixix

human behaviour in, 6970, 103

importance of deadline in, 7071

importance of deal-sheet in, 4243

key issues and priorities, 2526

location importance, 25

method of interaction, xvii

parameters, 24

personal wants vs. business needs, 2627

price vs. value, 1011

proposal structure, 65

proposal tactics, 66, 77

relative power, 39, 40

role of agenda in, 41

structuring, 6162

technology and, xviixviii

value vs. fairness, 10, 116

deal-closer, xix, xxi, 2, 4, 6, 9, 11, 24, 25, 26, 33, 37, 39, 40, 62, 65, 68, 74

deal-closing, xvi, xviii, 19, 24, 33, 45, 62, 89. See also deal team

agenda for control, 41

alternative pathways for, 1112

arbitration clause, 86

art of listening, 37, 50

business networks and relationships, 39, 50

changes in nature of, xviiixix

checklist for joint venture and, 8081

communication, importance of, 6869, 121

deal power, 3940, 43, 50, 109, 118

deal review process, 92

developing deal zone, 2729

dynamics, 25

future proofing deal, 8284

governance and risk analysis, 84

human behaviour and, 6970

implementation plan agreement, 86, 89

importance of

deal location in, 25

deal-sheet in, 4243

information, 3637, 118, 120

questioning in, 2022, 33, 38

rehearsing a deal, 6263

incentives, 71−72, 78

key issues and priorities for, 2526, 33, 116

mutual understanding in, 81

organizational cultural robustness, 4445

participants in, xix, xxi

personal wants vs. business needs, 2627

seven Ps of, xxii, 56

skills needed, xix, xxi, 2, 3, 115

strategies for, 2, 17

technology and, xviixviii

unpredictable nature of, 1, 17

values in, 911, 116

deal-making, 33, 43, 84, 101, 103. See also deals; deal structuring; deal team; planning for deals

ambitious opening, 64

arbitration clause, 86

communication during, 6869, 121

definition, xv

first proposition in, 6364

future proofing the deal, 8284

governance and risk analysis, 84

human behaviour in, 6970

implementation plan agreement, 86, 89

importance of deadline in, 7071

importance of deal-sheet in, 4243

key elements, xvii, xxi, 63, 115

organizational cultural robustness, 4345

proposal structure, 65

reattempting a deal, 73

role of agenda in, 41

role of incentive in, 7172

steps to be taken, xvii

technology vs. human interaction, xviii

total volume, xv

deal checklist for joint venture, 8081

deal execution, seven Ps, 102

“deal game”, 2

deal issues

primary, 26, 33, 62, 117

secondary, 26, 33, 62, 117

deal journey, 8, 9, 21, 41, 54, 82, 92, 95, 115

deal memorandum, 8284

deal post-mortem, 95

deal power, 39, 40, 43, 50, 109, 118

deal sheet, 4243, 50

deal structuring

risk mitigation, 62

timing, 6162

deal team, 51, 73, 81, 83

roles, 5152, 60

members, 5152, 60

selection strategies, 5355, 60

opposition, 5455, 60

“deal zone”, 20, 2729, 64, 73, 82, 101, 117

positions in, 28, 33

Deloitte Future of the Deal Report, xv

Drake, Nick, 35

Drucker, Peter, 68

Dueth, Samuel, 61

emotional intelligence, xviii, 101, 107, 110111

Escalator Model, 48

facilitation payment, xvii. See also “greasing the wheel”

feminine, in deal making. See business negotiation, women in

Fisher, Roger, 11

Gafni, Ronen, 119

gender balance opportunism, xviii, 104106

Gender Pay Gap Review, 105

Generation Entrepreni, 114, 115, 116, 117, 118, 119, 120, 121

Generation Y, xix, 114

Generation Z, xix, 114, 118

“gig economy”, 115

Getting to Yes: Negotiating Agreement Without Giving In, 11

Gluck, Simcha, 119

“greasing the wheel”, xvii. See also facilitation payment

hacking, xvii

haggling, 7

Heinlein, Robert A, 53

hustling, 7

information hijacking, xvii

information. See informational under power

interest rate, xv

Jobs, Steve, 51

Joint Venture, 80

Kiyosaki, Robert, 39

Lampert, Edward, 19

Lewis, Stephen, 72

Mannion, Dermot, 14, 31, 58, 71, 76, 81, 83, 88, 97

mediation clause, 86

MeToo movement, the, 105

negotiation, xvii, 4, 11, 17, 71, 101, 103, 104, 106, 113. See also deal team

definition, 6

gender balance optimization, xviii, 10410

importance of deadline, 7071

importance of deal-sheet, 4243

price vs. value, 1011

role of agenda in, 41

vs. selling, 6, 8

seven Ps for, 89

skills required, 67, 8, 107

technology vs. human interaction, xviii

types, 7

values in, 911, 116

newsgathering opportunism, xviii

O’Connor, John, 59

O’Neill, Alan, 44

O’Reilly, Tony, 47

one-off trade, 7

organizational culture, 4445

Patton, Bruce, 11

planning, for deals

developing deal zones, 2729

importance of questioning, 2022, 33, 38, 118

key issues and priorities for, 2526, 116117

location and dynamics, 25

personal wants vs. business needs, 2627

power, 35, 101, 109, 118

agenda for control, 41

art of listening, 37, 50

business networks and relationships and, 39, 120121

developing deal power, 3940

importance of deal sheet, 4243

informational, 3637, 118, 120

organizational cultural robustness, 4345

perceptions as a source of, 4041

personal organizational, 35, 50, 119

resources, 36, 119

shared history, 36, 120

sales. See selling

Scarlett, John, 54

selling, 3, 8, 11, 17, 113

definition, 4

vs. negotiation, 6, 8

seven Ps for, 56

skills required, 4

sustainable, 4

Sinclair, Cherise, 26

SPIN Sales Model, 5, 8, 9

Stevenson, Robert Louis, 4

take-over, 24

trade-off, 7

United Kingdom, 105

United States, xvii

Ury, William, 11

value proposition, 6, 27, 101

Wedgwood, Thomas, 20

Welch, Jack, 114

women’s suffrage movement, 105

working relationship, 78

Ziglar, Zig, 1