Shaping the Game - Michael WatkinseBook - 2014
This work offers a summary of the book "SHAPING THE GAME: The New Leader's Guide to Effective Negotiating" by MICHAEL WATKINS. The only real source of business momentum comes from effective negotiation with others: the most powerful leaders are always the most successful negotiators. In Shaping the Game, Michael Watkins argues persuasively that good negotiators are always aware of four key objectives: 1. To create as much added value as possible. 2. To capture a fair and sustainable share of that added value for your organization. 3. To build and sustain good long-term relationships with all parties and 4. To enhance your personal credibility and reputation as a leader who is tough and creative but ultimately trustworthy. Watkins explains there are four strategic imperatives that can be used to achieve these key objectives. He demonstrates how to choose a strategy appropriate to different types of negotiation; how to influence others around the table; how to proactively shape negotiations as they are happening. It's imperative to learn from every negotiation, and Watkins explains how to interpret patterns useful for the next meeting. A successful deal for all parties will increase reputation, which he shows how best to exploit in the future. In short, Shaping the Game is a refreshingly commonsense guide that's applicable to every type of negotiation.
Publisher: [United States] :, Business Book Summaries :, 2014.
Branch Call Number: eBook hoopla
Characteristics: 1 online resource data file, rda
Alternative Title: hoopla (Digital media service)