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

Movius, Hallam; Susskind, Lawrence

Rilegato

ISBN 10: 1422110478 ISBN 13: 9781422110478

Casa editrice: Harvard Business School Pr, 2009

Riassunto

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.

Su questo libro

L'autore

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.

Contenuti

I. Introduction
What is negotiation, and why is it important?
How do organizations try to improve their negotiation performance?
How do organizations learn from their negotiations?
Built to Win: Creating a world class negotiating organization
Whose line is it, anyway?
Getting there from here

II. Negotiation is an organizational capability
The negotiating organization: a strategic advantage
What do successful organizations do?
The nine steps to creating a world class negotiating organization

III. Assess Current Challenges and Opportunities

Step 1: Start with A Sound Theory: the Mutual Gains Approach
Keep culture in mind
Specify success criteria

Step 2: Assess Negotiation Performance
Use confidential interviewing
Analyze the findings from multiple perspectives
Diagnose opportunities
Avoid assigning blame

Step 3: Include Prescriptions and Recommendations in the Assessment
Diagnose gaps and opportunities
Assess current learning strategies
Provide a vision for the future

Step 4: Identify Sponsors and Champions
Start with a champion
Secure senior leader sponsorship
Create funding for intervention
Commit to goals

IV. Create a Culture of Learning

Step 5: Provide a Common Model and Language
Provide training to core leaders
Tailor the training materials
Provide new templates
Encourage opportunistic experiments
Provide effective coaching

Step 6: Adjust and Align Operating Procedures
Pinpoint procedures that need to be changed
Mandate a better negotiation preparation process
Re-align relevant incentives
Clarify roles and responsibilities

Step 7: Commit to Organizational Learning
Support the champions
Document successes (and failures)
Create a Virtual Community of Excellence
Roll out additional training as needed

V. Sustain Your New Competitive Advantage

Step 8: Evaluate (Level IV) Impact
Gather stories
Develop quantitative estimates
Share the good news
Balance short and long-term gains
Learn from failures

Step 9: Address Persistent Barriers
Assume rational conduct
Use confidential interviewing
Foster candid feedback
Confront and mitigate impacts
Work to preserve trust
Think systemically

Step 10: Lead for the Long Term
The dilemma: Win As Much As You Can
The power and limits of values
Evidence that values matter
Two-way accountability and good governance
The problem of short-termism
The negotiating organization: A strategic advantage

VI. Ending with the Start in Mind
Appendices (tools, charts, checklists)

Dettagli dell'edizione

• Editore: Harvard Business School Pr
• Data di pubblicazione: 2009
• Lingua: Inglese
• ISBN 10: 1422110478
• ISBN 13: 9781422110478
• Rilegatura: Copertina rigida
• Numero di pagine: 212
• Contatto del produttore: non disponibile
• Persona responsabile: non disponibile