AI Summary

Negotiation creates mutual value, but that value must be capitalized in the post‑negotiation environment, meaning the formal end of talks often marks only the start of implementation. Einav Hart, an assistant professor of management at George Mason University’s Costello College of Business, warns that most negotiators overlook what happens after a deal is signed. She emphasizes that while many focus on the art of the deal itself, the ultimate outcome depends on maximizing longer‑term performance. The article suggests that future gains and losses will be judged by how well parties manage this post‑deal phase.

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