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Produktbild: Built to Win

Built to Win Creating a World-class Negotiating Organization

27,99 €

inkl. gesetzl. MwSt., Versandkostenfrei

Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

07.04.2009

Abbildungen

Illustrationen, nicht spezifiziert

Verlag

MCGRAW-HILL Professional

Seitenzahl

256

Maße (L/B/H)

24,3/16,4/2,9 cm

Gewicht

515 g

Sprache

Englisch

ISBN

978-1-4221-1047-8

Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

07.04.2009

Abbildungen

Illustrationen, nicht spezifiziert

Verlag

MCGRAW-HILL Professional

Seitenzahl

256

Maße (L/B/H)

24,3/16,4/2,9 cm

Gewicht

515 g

Sprache

Englisch

ISBN

978-1-4221-1047-8

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: gpsr@libri.de

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  • Produktbild: Built to Win
  • 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/u 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)