Built to Win: Creating a World-class Negotiating Organization (Hardback)
  • Built to Win: Creating a World-class Negotiating Organization (Hardback)
zoom

Built to Win: Creating a World-class Negotiating Organization (Hardback)

(author), (author)
£24.00
Hardback 256 Pages / Published: 16/05/2009
  • Publisher out of stock

Currently unavailable to order

This product is currently unavailable.

  • This item has been added to your basket
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.

Publisher: Harvard Business Review Press
ISBN: 9781422110478
Number of pages: 256
Weight: 482 g
Dimensions: 239 x 163 x 22 mm

You may also be interested in...

The Management Consultant
Added to basket
Negotiation Skills In A Week
Added to basket
The Truth About Negotiations
Added to basket
Kiss, Bow, Or Shake Hands
Added to basket
Negotiating
Added to basket
£6.99
Paperback
Secrets of Great Salespeople
Added to basket
Think like a Manager
Added to basket
The Yes Book
Added to basket
£14.99
Paperback
Getting More
Added to basket
£9.99
Paperback
Effective Negotiations in Easy Steps
Added to basket
Persuasion 4th edn
Added to basket
£9.99
Paperback
Wolf in Cio's Clothing
Added to basket
The Negotiation Coach: Teach Yourself
Added to basket
The Influence Workout
Added to basket

Reviews

Please sign in to write a review

Your review has been submitted successfully.