Shaping the Game
The New Leader's Guide to Effective Negotiating
Harvard Business Press, 2006
Category:
Career & Self-Development
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(8)In this summary you will learn
- How to understand negotiations, develop value-creating negotiating strategies and influence the other participants
- How to shape the negotiating game
- Which organizational and personal practices can improve your results
Why you should read Shaping the Game
This excellent guide to negotiation is concise, highly readable and eminently practical. Author Michael Watkins simply and clearly outlines the essentials every negotiator must know. More importantly, he situates negotiation where it belongs - at the very center of every leader’s required set of skills. He duly notes that negotiations differ in many ways, and that a negotiator needs to adapt a strategic approach to each situation and context. Where appropriate, he draws on the work of other writers about negotiation, sometimes correcting their broad generalizations and oversimplifications. He illustrates his advice about negotiation with the story of Paul, an executive whose career exposes him to various negotiating situations requiring a range of skills. This tactic could be hackneyed or hokey, but in Watkin’s hands, it works well. getAbstract highly recommends this book as an excellent tool for honing your negotiation and leadership skills.
About the author
Michael Watkins is a professor of practice at INSEAD and founder of a leadership consultancy. He is the author of The First 90 Days: Critical Success Strategies for New Leaders at all Levels.
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