Danny Ertel is a founding partner of Vantage Partners and is a leading authority on negotiation, relationship management and conflict management. He was a Senior Researcher at the Harvard Negotiation Project, taught negotiation at the Univ. of Toronto Law Faculty, practiced law with Debevoise & Plimpton, and served as a law clerk to the Hon. Justice Harry A. Blackman on the U.S. Supreme Court. He co-authored "Beyond Arbitration, "which was the 1992 CPR Legal Program Book Award winner. He is also the co-author of "Getting Ready To Negotiate "(1995), and editor of "Negociacion 2000 "(1996). Dann
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Why do so many deals that look good on paper end up in tatters? Deal makers often treat the handshake or signed contract - getting to 'yes' - as the final destination in their bargaining journey rather than the start of a cooperative venture. Even wors... SEE MORE