Deal marketing 2.0 A guide to complex negotiations

By:

LAX, DAVID A

Contributor(s):

SEBENIUS, JAMES K

Material type:

Mixed materialsPublication details: 2012Description: 82-90Subject(s):

MARKETING 2.0

NLM classification:

658.8

In: HARVARD BUSINESS REVIEWMSummary: small scale deals play out on multiple fronts' the champion of a new product, for instance, has to orchestrate complex internal negotiations. If you are negotiating with a politician, you might want to reach major donors. If you are dealing with aCEO, you could look to big customers. Secrecy or hints of backroom dealing, while sometimes tactically useful, may undercut a campaign's legitimacy.

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Holdings
Item type	Current library	Call number	Vol info	Status	Date due	Barcode
Periodicals/Magazines	SSCBS Library		7/11	Available		P14597

small scale deals play out on multiple fronts' the champion of a new product, for instance, has to orchestrate complex internal negotiations. If you are negotiating with a politician, you might want to reach major donors. If you are dealing with aCEO, you could look to big customers. Secrecy or hints of backroom dealing, while sometimes tactically useful, may undercut a campaign's legitimacy.

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