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
importance of women in, 106−107
incorporation of women/feminine in, 107−110
underrepresentation of, 104−106
business, xv, xix, 1, 25, 27, 35, 101, 104
“buy in”, 2
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
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
business network and relationship, 39
communication, importance of, 68−69, 121
cultural differences, influence of, xvii, xxi, 64
deal review process, 92
direction-setting in, 24
dynamics, 25
elements of, 63
human behaviour in, 69−70, 103
importance of deadline in, 70−71
importance of deal-sheet in, 42−43
key issues and priorities, 25−26
location importance, 25
method of interaction, xvii
parameters, 24
personal wants vs. business needs, 26−27
proposal structure, 65
role of agenda in, 41
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, 11−12
arbitration clause, 86
business networks and relationships, 39, 50
changes in nature of, xviii−xix
checklist for joint venture and, 80–81
communication, importance of, 68−69, 121
deal power, 39−40, 43, 50, 109, 118
deal review process, 92
dynamics, 25
governance and risk analysis, 84
implementation plan agreement, 86, 89
importance of
deal location in, 25
key issues and priorities for, 25−26, 33, 116
mutual understanding in, 81
organizational cultural robustness, 44−45
personal wants vs. business needs, 26−27
skills needed, xix, xxi, 2, 3, 115
unpredictable nature of, 1, 17
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, 68−69, 121
definition, xv
future proofing the deal, 82−84
governance and risk analysis, 84
implementation plan agreement, 86, 89
importance of deadline in, 70−71
importance of deal-sheet in, 42−43
key elements, xvii, xxi, 63, 115
organizational cultural robustness, 43−45
proposal structure, 65
reattempting a deal, 73
role of agenda in, 41
steps to be taken, xvii
technology vs. human interaction, xviii
total volume, xv
deal checklist for joint venture, 80–81
deal execution, seven Ps, 102
“deal game”, 2
deal issues
deal journey, 8, 9, 21, 41, 54, 82, 92, 95, 115
deal post-mortem, 95
deal power, 39, 40, 43, 50, 109, 118
deal structuring
risk mitigation, 62
selection strategies, 53−55, 60
“deal zone”, 20, 27−29, 64, 73, 82, 101, 117
Deloitte Future of the Deal Report, xv
Drake, Nick, 35
Drucker, Peter, 68
Dueth, Samuel, 61
emotional intelligence, xviii, 101, 107, 110−111
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, 104−106
Gender Pay Gap Review, 105
Generation Entrepreni, 114, 115, 116, 117, 118, 119, 120, 121
“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, 104−10
importance of deal-sheet, 42−43
role of agenda in, 41
technology vs. human interaction, xviii
types, 7
newsgathering opportunism, xviii
O’Connor, John, 59
O’Neill, Alan, 44
O’Reilly, Tony, 47
one-off trade, 7
Patton, Bruce, 11
planning, for deals
importance of questioning, 20−22, 33, 38, 118
key issues and priorities for, 25−26, 116−117
location and dynamics, 25
personal wants vs. business needs, 26−27
agenda for control, 41
business networks and relationships and, 39, 120−121
importance of deal sheet, 42−43
informational, 36−37, 118, 120
organizational cultural robustness, 43−45
perceptions as a source of, 40−41
personal organizational, 35, 50, 119
sales. See selling
Scarlett, John, 54
definition, 4
skills required, 4
sustainable, 4
Sinclair, Cherise, 26
Stevenson, Robert Louis, 4
take-over, 24
trade-off, 7
United Kingdom, 105
United States, xvii
Ury, William, 11
Wedgwood, Thomas, 20
Welch, Jack, 114
women’s suffrage movement, 105
Ziglar, Zig, 1