Built to Win, Creating a World-Class Negotiating Organization : Creating a World-Class Negotiating Organization

by Susskind, Lawrence

• ISBN13: 9781422110478
• ISBN10: 1422110478
• Format: Hardcover
• Copyright: 2009-04-07
• Publisher: Harvard Business School Pr

Summary

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.

Table of Contents

Foreword	p. vii
Acknowledgments	p. ix
Introduction	p. 1
Negotiation Is an Organizational Capability	p. 13
Assess Current Challenges and Opportunities	p. 25
Start with a Sound Theory: The Mutual Gains Approach	p. 26
Assess Negotiation Performance	p. 39
Make Diagnoses and Provide Recommendations	p. 50
Identify Sponsors and Champions	p. 55
Create a Culture of Learning	p. 63
Provide a Common Model and Language	p. 64
Adjust and Align Operating Procedures	p. 80
Commit to Organizational Learning	p. 89
Sustain Your New Competitive Advantage	p. 107
Evaluate Level IV-Impact	p. 108
Address Persistent Barriers	p. 122
Lead for the Long Term	p. 135
Conclusion: Ending with the Start in Mind	p. 151
Why Training Alone Often Fails	p. 167
Negotiation Styles and Behaviors	p. 177
Negotiation Checklists	p. 179
Viatex	p. 185
Notes	p. 191
Glossary	p. 197
Index	p. 199
About the Authors	p. 211
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