Objective: To emphasize the importance of the implementation phase of an agreement so that the negotiation is effective, that is efficient and efficacious.

1. EGADE Business School MBM
Individuals practice 31/08/2021
Title: There’s life after the deal
Objective: To emphasize the importance of the implementation phase of an
agreement so that the negotiation is effective, that is efficient and efficacious.
You’re the talent and culture director at your organization. In a meeting with the board of
directors, they expressed concern that agreements frequently were forgotten and never
implemented. They asked you to develop an implementation strategy using a process to
change the mentality from one oriented to achieving agreements to one that would seek to
implement those agreements and evaluate their effectiveness.
Of course you will meet significant resistance from the fusion and acquisition department, who
are used to jumping from deal to deal, without looking at the consequences of their decisions.
Because of that, it’s important to help them develop implementation skills in their future
negotiations.
The managers don’t have a culture of evaluating results, nor are they accustomed to including
other parties in the different stages of the negotiation process. Most of them have been in the
company more than 15 years, enjoying admittedly excellent achievementsrelated to sustainable
development, but having no worries about competencies that didn’t even exist in the past. Now
things have changed significantly and a radical cultural transformation is needed.
1. Identification data of the company.
Name of the company: DealMaker
Number of employees: 200
Years of operation: 17
Business activity: Sustainable Development
2. The detailed description of the implementation strategy.
Implementing a new strategy is always important for a company to be able to be in
a constant growth. Is important to remember that the implementation of an
agreement is an essential part of the negotiation process. So this strategy will be
very useful.
3. The best practices that must be used to put the strategy into practice.
-Implement awareness of the “spirit of the deal”.

2. EGADE Business School MBM
Individuals practice 31/08/2021
-Share lessons learned during negotiations.
- willingness and ability of the conflict parties to comply with the agreement.
- monitoring procedures to observe the implementation process.
- enforcement procedures for managing non-compliance with the agreement.
- role and power of the authorities or external monitor (if applicable).
4. The justification of the elements enlisted above.
Effective monitoring depends on parties clearly defining the performance standards
by which compliance is to be measured. They need to decide which actions
constitute breaking the agreement. In this process, monitors can take one of several
roles, for example, they can be:
- "whistle-blowers", who merely indicate that an agreement has been violated
(broken).
- "enforcers", who have a more powerful role in overseeing implementation,
and possibly participate in future negotiations over the grievances caused by
non-compliance.