ISBN 9781422110478,Built To Win: Creating A World-Class Negotiating Organization

Built To Win: Creating A World-Class Negotiating Organization

Author:

Susskind

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ISBN 9781422110478
Publisher

Harvard Universal Press

Publication Year 2009
ISBN-13

ISBN 9781422110478

ISBN-10 1422110478
Binding

Hardcover

Number of Pages 212 Pages
Language (English)
Subject

Reference works

Companies that consistently negotiate more valuable agreements in ways that protect key relationships enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. 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. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of training and more training is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. " Built to Win" explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. 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.

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