Built to Win: Creating a World-class Negotiating Organization

"Negotiation can make or break your company. Whether winning a key client, making a vital acquisition, or spending less while managing risk, organizations need their negotiators to achieve better deals without wasting time or harming relationships. But if you think sending managers to negotiation skills workshops is enough to keep your company competitive, think again. In Built to Win, respected negotiation experts Hallam Movius and Lawrence Susskind argue that companies waste millions y investing only in off-the-shelf negotiation training for their employees, without addressing organizational barriers to deploying best practices. This groundbreaking book lays out a more holistic--and less expensive--strategy, one that charges leaders with making negotiation a core organizational competence. Drawing on more than forty years of training and consulting work, and grounded in a theory supported by decades of research, Built to Win outlines a prescriptive, tools-driven model for aligning or