Built to Win: Creating a World-class Negotiating Organization
| Author | : | |
| Rating | : | 4.62 (986 Votes) |
| Asin | : | 1422110478 |
| Format Type | : | paperback |
| Number of Pages | : | 256 Pages |
| Publish Date | : | 2016-07-25 |
| Language | : | English |
DESCRIPTION:
Hallam Movius is a principal at the Consensus Building Institute and is in charge of the Assessment, Coaching and Training services; he also teaches the Program on Technology Negotiation at Harvard Law School. . Lawrence Susskind is Ford Professor of Urban and Environmental Planning at MIT, Director of the Public Disputes Program at H
"Turning Negotiation into a Corporate Capability" according to Heimolinna Eero. Very very interesting book. The first book I've found of this topic. Danny Ertel wrote an article about the same theme (HBR May-June 1999), but this is a BOOK. The idea of the book is to ensure - expecially leaders and bosses - that negotiation skills should be an organizational capability. Authors show how the earlier way to think about negotiations is uneffective when it is based only on capability of certain individuals. In this case, it is impossible to learn anything of wins or losses and then only some negotiators know the way to success. The book suggests how the whole organization can climb to a . James Houghton said My Gain is Your Pain. As someone who used to work for a large manufacturing organization,and who was sent to several negotiating workshops, all I can say iswhere was this book 10 years ago???One of my biggest frustrations after returning from a negotiationstraining program was the sense that while I may have been marginallymore prepared to Get to Yes at a tactical level I was still operatingin the weeds strategically. The price increase I proudly managed towrangle from a customer with no other options may have been great forthe bottom line over the near term but it ignored the qualityimprovements that an overloaded engineerin. Changing the World by Building Negotiating Capacity, Shifting Paradigms Professors Larry Susskind and Hal Movius have written an extraordinary book, a master piece that complements their teachings at the Program on Negotiation. If anyone wants to build organizational capacity, develop human capital, and enhance the competitive advantage that every organization needs, this is a must read book. This is a resource not only for negotiators and dispute resolution practitioners, but for EVERYONE in the private sector, non-profits, working with governments, and multilateral organizations who want to build one of the most crucial capacities: Negotiation capacity. Many say "we need t
…a close look at a complex topic, providing a roadmap to better understanding. --BizEd Magazine, July/August 2009
But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this.In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core competency. Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process.This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.. Built to Win explains the crucial role that leaders