Ebook Built to Win: Creating a World-class Negotiating OrganizationBy Lawrence Susskind, Hallam Movius
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Built to Win: Creating a World-class Negotiating OrganizationBy Lawrence Susskind, Hallam Movius
Ebook Built to Win: Creating a World-class Negotiating OrganizationBy Lawrence Susskind, Hallam Movius
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Book has the tendency to be the window to globe, as just what many people say. Yet, book will certainly not be this great point to the brand-new world if you don't read it and understand. Reading a publication is not a pressure. It's in fact a requirement to be among support in life. Built To Win: Creating A World-class Negotiating OrganizationBy Lawrence Susskind, Hallam Movius is also not kind of a huge terrific book type; every globe can be utilized to recommend you to life much better. Also you have terrific feature of strategies, you might need to read this type of publication. Why?
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.
- Sales Rank: #159615 in Books
- Brand: Movius, Hallam/ Susskind, Lawrence
- Published on: 2009-05-05
- Original language: English
- Number of items: 1
- Dimensions: 9.52" h x .84" w x 6.30" l, 1.05 pounds
- Binding: Hardcover
- 256 pages
Review
…a close look at a complex topic, providing a roadmap to better understanding. --BizEd Magazine, July/August 2009
About the Author
Lawrence Susskind is Ford Professor of Urban and Environmental Planning at MIT, Director of the Public Disputes Program at Harvard Law School, and founder of the Consensus Building Institute. 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.
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