Shaping the Game

The New Leader's Guide to Effective Negotiating

Michael Watkins

200 pages, parution le 01/07/2006

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Résumé

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 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.

L'auteur - Michael Watkins

Michael Watkins est professeur à Harvard, spécialiste des problématiques de leadership et de négociation. Les travaux de recherche qui l'ont conduit à écrire Les 90 jours pour réussir sa prise de poste se sont déroulés auprès de dizaines d'entreprises pendant plus de trois ans.

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Sommaire

Understand terms and conditions
Negotiate strategically
Match strategy to situation
Plan to learn and influence
Shape the game
Organize to improve

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Harvard Business School Press (HBS)
Auteur(s)	Michael Watkins
Parution	01/07/2006
Nb. de pages	200
Format	15 x 22
Couverture	Relié
Poids	385g
Intérieur	Noir et Blanc
EAN13	9781422102527
ISBN13	978-1-4221-0252-7