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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.
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.
- Sales Rank: #159615 in Books
- Brand: Movius, Hallam/ Susskind, Lawrence
- Published on: 2009-05-05
- Original language: English
- Number of items: 1
- Dimensions: 9.52" h x .84" w x 6.30" l, 1.05 pounds
- Binding: Hardcover
- 256 pages
Review
…a close look at a complex topic, providing a roadmap to better understanding. --BizEd Magazine, July/August 2009
About the Author
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.
Most helpful customer reviews
4 of 4 people found the following review helpful.
Turning Negotiation into a Corporate Capability
By Heimolinna Eero
Very very interesting book. The first book I've found of this topic. Danny Ertel wrote an article about the same theme (HBR May-June 1999), but this is a BOOK. The idea of the book is to ensure - expecially leaders and bosses - that negotiation skills should be an organizational capability. Authors show how the earlier way to think about negotiations is uneffective when it is based only on capability of certain individuals. In this case, it is impossible to learn anything of wins or losses and then only some negotiators know the way to success. The book suggests how the whole organization can climb to a higher level in negotiations. You should read this book, if you teach or consult negotiation. It also gives advices to leaders, who want to create a word-class negotiating organization.
6 of 6 people found the following review helpful.
My Gain is Your Pain
By James Houghton
As someone who used to work for a large manufacturing organization,
and who was sent to several negotiating workshops, all I can say is
where was this book 10 years ago???
One of my biggest frustrations after returning from a negotiations
training program was the sense that while I may have been marginally
more prepared to Get to Yes at a tactical level I was still operating
in the weeds strategically. The price increase I proudly managed to
wrangle from a customer with no other options may have been great for
the bottom line over the near term but it ignored the quality
improvements that an overloaded engineering department would have to
deliver, or the division manager who eventually wanted to shut that
product line down, or even the fact that it caused lasting damage to
the relationship with the hijacked customer.
While I worried about my BATNA Rome was burning and there was no way
to really understand why until after the fact. Not until now.
Because as Movius and Susskind have so clearly pointed out it is about
the system stupid! It seems so obvious but the more companies can
do to get sales and engineering and finance (and even the
customers) aligned around a common set of (measurable) objectives the
better the outcome of any negotiation will be. And the more those
successes are shared and encouraged throughout the organization the
more people will learn and the more engrained this more holistic
approach will become. The book has lots of great real life examples
to help illustrate both the common traps that we all fall into and the
significant benefits that companies like HP and McDonald's have gained
from adopting this more systematic approach. If you read nothing
else, the chapter that outlines the basic building blocks of the
authors' Mutual Gains Approach is especially helpful. For those
of you have worked in the trenches and fought multi-front battles
within your own organization you will wonder why such good common
sense has not been adopted more broadly already.
5 of 5 people found the following review helpful.
Changing the World by Building Negotiating Capacity, Shifting Paradigms
By Luis Ore
Professors Larry Susskind and Hal Movius have written an extraordinary book, a master piece that complements their teachings at the Program on Negotiation. If anyone wants to build organizational capacity, develop human capital, and enhance the competitive advantage that every organization needs, this is a must read book. This is a resource not only for negotiators and dispute resolution practitioners, but for EVERYONE in the private sector, non-profits, working with governments, and multilateral organizations who want to build one of the most crucial capacities: Negotiation capacity. Many say "we need to work together", but the challenge is that many lack collaboration capabilities, and negotiation capacity is at the core. With this three-phase process for building a world-class negotiating organization: Assess challenges and opportunities; Create a culture of learning; and Sustain a new competitive advantage, every organization can leap to greatness. If people take a chance to learn and internalize the mutual-gains approach, spread the word, and champion for building world-class negotiating organizations we can shift paradigms and change the world, a better place.
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