Why do so many deals that looked great on paper end up in tatters? Negotiators on both sides probably focused too much on closing the deals and squeezing the best terms out of one another – and not enough on implementation. Bargainers with this deal-maker mind-set never ask how – or whether – their agreement will work in practice. Once implementation begins, surprises and disappointments crop up- often torpedoing the deal.

Contributors: Harvard Business Review
Categories: Whitepaper
SRC Type: Category Specific, Contract Development, Finance, Real Estate, Sourcing