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Built to win : creating a world-class negotiating organization

Author: Hallam Movius; Lawrence Susskind
Publisher: Boston, Mass. : Harvard Business Press, ©2009.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
Successful negotiation is essential in today's business environment. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. This new book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve success.
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Document Type: Book
All Authors / Contributors: Hallam Movius; Lawrence Susskind
ISBN: 9781422110478 1422110478
OCLC Number: 270129737
Description: [ix], 212 pages : illustrations ; 25 cm
Contents: Negotiation is an organizational capability --
Assess current challenges and opportunities --
Create a culture of learning --
Sustain your new competitive advantage --
Conclusion : Ending with the start in mind.
Responsibility: Hallam Movius, Lawrence Susskind.

Abstract:

Companies that consistently negotiate more valuable agreements in ways that protect key relationships enjoy an important but often overlooked competitive advantage. This book argues that negotiation  Read more...

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