Negotiating the spirit of the deal
By: FORTGANG, Ron S
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Contributor(s): LAX, David A | SEBENIUS, James K.
Material type: 
ArticlePublisher: 2003Harvard Business Review 81, 2, p. 66-75Abstract: Negotiators often spend so much time hammering out the economic contract that they give short shrift to the social contract, or the spirit of the deal. Yet agreeing to the same terms on paper doesn`t guarantee the parties will see eye to eye on how they`ll meet those terms, which can be disastrous. What`s needed is a true meeting of the minds
| Item type | Current location | Collection | Call number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
| Periódico | Biblioteca Graciliano Ramos | Periódico | Not for loan |
Negotiators often spend so much time hammering out the economic contract that they give short shrift to the social contract, or the spirit of the deal. Yet agreeing to the same terms on paper doesn`t guarantee the parties will see eye to eye on how they`ll meet those terms, which can be disastrous. What`s needed is a true meeting of the minds
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