000			01580nam a22002057a 4500
999			_c911 _d911
005			20210122124540.0
008			210122b ||||| |||| 00| 0 eng d
020			_a9781422110478
082			_a658.4052 _bMOV
100			_aMovius, Hallam _92240
245			_aBuilt to win: creating a world-class negotiating organization
260			_bHarvard Business Review Press _aBoston _c2009
300			_aviii, 212 p.
365			_aINR _b600.00
520			_aIn 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.
650			_aNegotiation _9353
650			_aNegotiation in business _9428
650			_aOrganizational learning _91991
942			_2ddc _cBK