文档介绍：Turning Negotiation into a
Corporate Capability
by Danny Ertel
Reprint 99304
MAY–JUNE 1999
Reprint Number
kathleen m. eisenhardt and PATCHING: RESTITCHING BUSINESS PORTFOLIOS 99303
shona l. brown IN DYNAMIC MARKETS
robert simons HOW RISKY IS PANY? 99311
jay w. lorsch and CHANGING LEADERS: THE BOARD’S ROLE IN CEO ESSION 99308
rakesh khurana A ROUNDTABLE WITH PHILIP CALDWELL, E D. KENNEDY,
G. G. MICHELSON, HENRY WENDT, AND ALFRED M. ZEIEN
JON R. KATZENBACH AND FIRING UP THE FRONT LINE 99307
JASON A. SANTAMARIA
ROSABETH MOSS KANTER FROM SPARE CHANGE TO REAL CHANGE: THE SOCIAL 99306
SECTOR AS BETA SITE FOR BUSINESS INNOVATION
JEFFREY PFEFFER AND THE SMART-TALK TRAP 99310
ROBERT I. SUTTON
AMORY B. LOVINS, L. HUNTER A ROAD MAP FOR NATURAL CAPITALISM 99309
LOVINS, AND PAUL HAWKEN
JACQUELINE VISCHER HBR CASE STUDY
WILL THIS OPEN SPACE WORK? 99312
DAVID DUNNE AND thinking about…
CHAKRAVARTHI NARASIMHAN THE NEW APPEAL OF PRIVATE LABELS 99302
DANNY ERTEL IDEAS AT WORK
TURNING NEGOTIATION INTO A CORPORATE CAPABILITY 99304
donald f. hastings first person
LINCOLN ELECTRIC’S HARSH LESSONS FROM 99305
INTERNATIONAL EXPANSION
nicholas g. carr books in review
BEING VIRTUAL: CHARACTER AND THE NEW ECONOMY 99301
IDEAS AT WORK
TURNING
Negotiation
I NTO A
CORPORATE
CAPABILITY
by Danny Ertel
Many
companies view
each negotiation as a
separate situation. But
companies that take
a more coordinated
approach are making
better deals and forging
stronger relationships.
pany today exists in plex ners. It’s difficult to think of any business initiative
web of relationships, and the shape of that web that does not require some form of negotiation.
Eis formed, one thread at a time, through negoti- Although the e of any single negotiation
ations. Purchasing and outsourcing contracts are may not have much effect on a business’s fortunes,
negotiated with suppliers. Marketing arrangements the thousands of negotiations a