000			01215nam a2200157Ia 4500
008			220515s9999||||xx |||||||||||||| ||und||
020			_a978-1-4221-0252-7
050			_aHD 30.3 W38 2006
100			_aWatkins, M.
245		0	_aShaping the game: the new leader's guide to effective negotiating
260			_aBoston _bHarvard Business School Press _c2006
300			_axii, 196p.
500			_aDraws 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.
650			_aNegotiating|Leadership|Problem Solving
942			_2lcc _cBK
999			_c6390 _d6390