Shaping the Game: The New Leader's Guide to Effective Negotiating

by Michael Watkins

Harvard Business Review Press | July 1, 2006 | Hardcover

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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.

Format: Hardcover

Dimensions: 196 pages, 8.6 × 5.8 × 0.84 in

Published: July 1, 2006

Publisher: Harvard Business Review Press

Language: English

The following ISBNs are associated with this title:

ISBN - 10: 1422102521

ISBN - 13: 9781422102527

Found in: Business Communication

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– More About This Product –

Shaping the Game: The New Leader's Guide to Effective Negotiating

by Michael Watkins

Format: Hardcover

Dimensions: 196 pages, 8.6 × 5.8 × 0.84 in

Published: July 1, 2006

Publisher: Harvard Business Review Press

Language: English

The following ISBNs are associated with this title:

ISBN - 10: 1422102521

ISBN - 13: 9781422102527

From the Publisher

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.

About the Author

Michael D. Watkins is a Professor of Practice at INSEAD and founder of Genesis Advisers, a leadership and strategy consultancy.
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