This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Most experienced negotiators are comfortable working out the terms of an economic contract--they bargain for the best price, haggle over equity splits, and finesse detailed exit clauses. Yet these same seasoned professionals spend so much time ironing out the letter of the deal that they often pay little attention to the spirit of the deal--the social contract. And that can lead to major problems, say the authors, because even though the parties agree to the same terms on paper, they may have very different expectations about how to meet them. Because the parties have failed to have a true meeting of the minds, they sign a deal that is likely to fall apart. To avoid such a disastrous outcome, negotiators should explicitly discuss the details of their social contract before inking the deal. For instance, what is the real nature, extent, and duration of the agreement? And in practice, how will we make decisions, handle unforeseen events, communicate with one another, and resolve disputes? The authors also highlight risk factors that can lead to misunderstandings and expose common misperceptions about the social contract.

【書誌情報】

ページ数：20ページ

サイズ：A4

商品番号：HBSP-R0302E

発行日：2003/2/1

登録日：2012/3/28