Hal Movius and Lawrence Susskind
A prescriptive, tools-driven model for aligning organizational structures, processes and culture with negotiation goals, in order to transform organizational negotiation capabilities into a competitive advantage
In Built to Win, respected negotiation experts Hallam Movius and Lawrence Susskind argue that companies waste millions by investing only in off-the-shelf negotiation training for their employees, without addressing organizational barriers to deploying best practices. This groundbreaking book lays out a more holistic — and less expensive — strategy, one that charges leaders with making negotiation a core organizational competence.
Drawing on more than forty years of training and consulting work, and grounded in theory and supported by decades of research, Built to Win outlines a prescriptive, tools-driven model for aligning organizational structures, processes, and culture with negotiation goals. Movius and Susskind provide a practical, three-phase model that walks leaders through assessing current negotiation performance, aligning incentives and championing goals, and setting up metrics and systems to perpetuate learning. The result: a world-class negotiating organization capable of:
Reaching consistently higher-value agreements that are more likely to be implemented;
Defining and calibrating interests and priorities across the organization;
preparing more compelling options for gain by accessing distributed knowledge;
learning from each negotiation to create a competitive advantage;
protecting relationships and reputations.
Vividly illustrated with negotiation war stories from many organizations, Built to Win will help leaders from CEOs to human resource professionals to sales managers transform the art of negotiation into a measurable competitive advantage;
ABOUT THE AUTHORS:
Hallam Movius is a principal at the Consensus Building Institute, Visiting Associate Professor of the Darden School of Business at the University of Virginia, and Technology Negotiation instructor for the Program on Negotiation at Harvard Law School. He lives in Charlottesville, Virginia. Lawrence Susskind is Ford Professor of Urban and Environmental Planning at MIT, Vice-Chair for Instruction at the Program on Negotiation at Harvard Law School, and founder of the Consensus Building Institute. He lives in Cambridge, Massachusetts.
Built to Win Creating a World-Class Negotiating Organization Attributes
| Author: | Hallam Movius and Lawrence Susskind |
|---|---|
| Publisher: | Boston, MA: Harvard Business Press (2009) |
