Built to Win: Creating a World-class Negotiating Organization
Harvard Business Press, Jan 1, 2009 - Business & Economics - 212 pages
"Negotiation can make or break your company. Whether winning a key client, making a vital acquisition, or spending less while managing risk, organizations need their negotiators to achieve better deals without wasting time or harming relationships. But if you think sending managers to negotiation skills workshops is enough to keep your company competitive, think again. In Built to Win, respected negotiation experts Hallam Movius and Lawrence Susskind argue that companies waste millions y investing only in off-the-shelf negotiation training for their employees, without addressing organizational barriers to deploying best practices. This groundbreaking book lays out a more holistic--and less expensive--strategy, one that charges leaders with making negotiation a core organizational competence. Drawing on more than forty years of training and consulting work, and grounded in a theory supported by decades of research, Built to Win outlines a prescriptive, tools-driven model for aligning organizational structures, processes, and culture with negotiation goals. Movius and Susskind provide a practical, three-phase model that walks leaders through assessing current negotiation performance, aligning incentives and championing goals, and setting up metrics and systems to perpetuate learning. The result: a world-class negotiating organizatoin capable of: Reaching consistently higher-value agreements that are more likely to be implemented; Defining and calibrating interests and priorities across the organization; Preparing more compelling options for gain by accessing distributed knowledge; Learning from each negotiation to create a competitive advantage; Protecting relationships and reputations. Vividly illustrated with negotiation war stories from many organizations, Built to Wini will help leaders from CEOs to human resources professionals to sales managers transform the art of negotiation into a measurable competitive advantage."--Book jacket.
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3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
David A. Lax,James K. Sebenius
No preview available - 2006