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Shaping the game: the new leader's guide to effective negotiating

Author: Watkins, Michael INSEAD Area: Organisational BehaviourPublisher: Harvard Business School Press, 2006.Language: EnglishDescription: 196 p. : Graphs ; 22 cm.ISBN: 1422102521Type of document: INSEAD BookBibliography/Index: Includes bibliographical references and indexAbstract: Michael H. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake: create the most possible value, capture that value for yourself and your company, carefully tend to key relationships, and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator. Navigating the myriad of complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder - and succeed in those roles once they get there.
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Item type Current location Collection Call number Status Date due Barcode Item holds
INSEAD Book Asia Campus
INSEAD Publications Display
Print HD6952 .W38 2006
(Browse shelf)
900172721
Available 900172721
INSEAD Book Europe Campus
Main Collection
Print HD6952 .W38 2006
(Browse shelf)
001176431
Available 001176431
INSEAD Book Europe Campus
Main Collection
Print HD6952 .W38 2006
(Browse shelf)
001176472
Available 001176472
INSEAD Book Middle East Campus
INSEAD Publications Display
Print HD6952 .W38 2006
(Browse shelf)
500000593
Available 500000593
Total holds: 0

Includes bibliographical references and index

Michael H. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake: create the most possible value, capture that value for yourself and your company, carefully tend to key relationships, and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator. Navigating the myriad of complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder - and succeed in those roles once they get there.

Digitized

Shaping the Game The New Leader's Guide to Effective Negotiating Contents Preface ix Acknowledgments xi Introduction 1 Why negotiation is the most important skill for leaders taking on new roles. How to think about your objectives as you negotiate your way into your new position. Overview of the book. 1. Understand Terms and Conditions 15 Developing a vocabulary for talking about negotiating. Understanding the structure of negotiations. Understanding the dynamics of negotiation processes. 2. Negotiate Strategically 43 Why it is important to have a conceptual framework. Thinking about negotiation structure, strategy, process, and outcomes. Four key strategic imperatives. The negotiation strategy matrix. viii Contents 3. Match Strategy to Situation 57 The dangers of one-size-fits-all thinking. The need to match your negotiation style to the type of situation you face. How to diagnose negotiations and develop highimpact strategies. 4. Plan to Learn and Influence 97 The need to learn and influence in interactions with counterparts. Figuring out what you need to learn and how to learn it. Shaping counterparts' perceptions of their interests and alternatives. 5. Shape the Game 123 Skills that distinguish great negotiators from good ones. The critical importance of having an early influence on who negotiates and what the agenda is. Strategies for shaping the game, both at and away from the table. 6. Organize to Improve 153 Learning as a sustainable source of competitive advantage. Accelerating your development as a negotiator. Evaluating negotiation training programs. Fostering organizational improvement in negotiationintensive organizations. Conclusion 175 The approach as a whole. Coordinating strategies to play and shape the game, and actions at and away from the table. Notes 177 Recommended Reading 185 Index 189 About the Author 196

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