大公司为何难以谈成好交易

Partner, Vantage Partners NEGOTIATION STRATEGIES The structural traps that undermine enterprise negotiations—and how to escape them. Complex negotiations in large organizations often fail—not because the negotiators are inexperienced or unskilled but because they’re constrained by two structural challenges, agency and alignment, and by the ways organizations manage those challenges. Agency and alignment problems drain value from promising deals and leave even the most skilled dealmakers looking ineffective. These problems consume scarce resources, drain value from promising deals, and leave even the most skilled dealmakers looking ineffective. The agency problem arises because negotiators act on behalf of their organizations yet their incentives and risk tolerance may not perfectly match those of the enterprise. …