Shaping the game: the new leader's guide to effective negotiating
- Boston Harvard Business School Press 2006
- xii, 196p.
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. 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. Provides all the tools need to make the right moves up the career ladder and succeed in those roles once they get there.