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Built to win

Author: Movius, Hallam Publisher: Harvard Business School Press, 2009.Language: EnglishDescription: 212 p. ; 24 cm.ISBN: 1422110478Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HD6952 .M68 2009
(Browse shelf)
Available 900197199
Total holds: 0

Includes index


Built To Win Contents Foreword by Warren Bennis vii Acknowledgments ix ONE Introduction TWO Negotiation Is an Organizational Capability THREE Assess Current Challenges and Opportunities Step 1: Start with a Sound Theory: The Mutual Gains Approach Step 2: Assess Negotiation Performance Step 3: Make Diagnoses and Provide Recommendations Step 4: Identify Sponsors and Champions FOUR Create Step 5: Step 6: Step 7: 1 13 25 26 39 50 55 a Culture of Learning Provide a Common Model and Language Adjust and Align Operating Procedures Commit to Organizational Learning 63 64 80 89 FIVE Sustain Your New Competitive Advantage Step 8: Evaluate Level IV--Impact Step 9: Address Persistent Barriers Step 10: Lead for the Long Term SIX Conclusion: Ending with the Start in Mind Appendix A: Why Training Alone Often Fails Appendix B: Negotiation Styles and Behaviors Appendix C: Negotiation Checklists Appendix D: Viatex Notes 191 Glossary 197 Index 199 About the Authors 211 107 108 122 135 151 167 177 179 185

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