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

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  • Format: Hardcover
  • Copyright: 2009-04-07
  • Publisher: Perseus Distribution Services
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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

Forewordp. vii
Acknowledgmentsp. ix
Introductionp. 1
Negotiation Is an Organizational Capabilityp. 13
Assess Current Challenges and Opportunitiesp. 25
Start with a Sound Theory: The Mutual Gains Approachp. 26
Assess Negotiation Performancep. 39
Make Diagnoses and Provide Recommendationsp. 50
Identify Sponsors and Championsp. 55
Create a Culture of Learningp. 63
Provide a Common Model and Languagep. 64
Adjust and Align Operating Proceduresp. 80
Commit to Organizational Learningp. 89
Sustain Your New Competitive Advantagep. 107
Evaluate Level IV-Impactp. 108
Address Persistent Barriersp. 122
Lead for the Long Termp. 135
Conclusion: Ending with the Start in Mindp. 151
Why Training Alone Often Failsp. 167
Negotiation Styles and Behaviorsp. 177
Negotiation Checklistsp. 179
Viatexp. 185
Notesp. 191
Glossaryp. 197
Indexp. 199
About the Authorsp. 211
Table of Contents provided by Ingram. All Rights Reserved.

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