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Companies that consistently negotiate more valuable agreements in ways that protect key relationships enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve in "Built to Win", authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of training and more training is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. "Built to Win" explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success.A final chapter provides practical how-to tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.

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第3章

谈判型组织，让谈判成为一种企业文化、111开展必要的额外训练

通过整理从咨询小组、电子新闻邮件和虚拟培训中心收集到的问题，就能够确认在接下来的培训中需要解决的疑惑和矛盾。这不一定

意味着接下来的培训对公司内部的每一个人来说都是必要的。一些更

加先进的培训案例可能包括

》艰难谈判中的价值创造策略；

》构建自我强化的协议（满足双方利益，双方都渴望执行的交易

并且因为该交易同激励机制和控制因子一致而毫无异议）

》结合事实调查方法的高度技巧化的谈判。

这种课程可以由外部专家、人力资源专员和顾问团队联合开设。企业内部培训者也可以开课，但是可能要接受来自外部顾问或培训者的帮助。在WPP公司，汤姆・金奈尔德（ om Kinnaird）和他的团队就开设了一个一日课程，这个课程建立在很多我们为WPP领导开设的为期两天的MGA课程基础之上。金奈尔德的团队按照公司的需要免费教授课程。过去的两年间，金奈尔德和他的团队已经对全世界超过2000人进行了150次培训；而在成本方面，他们仅仅在教学模拟环节涉及少量的投资，更多的是时间投入。这不仅是向WPP在全世界范围内成千上万的员工提供帮助的一种极为有效的方法，而且，因为金奈尔德对公司全局的把握，他能够在授课的过程中提炼出同该公司高度相关的案例。

书籍介绍

在线阅读本书

Companies that consistently negotiate more valuable agreements in ways that protect key relationships enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve in "Built to Win", authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of training and more training is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. "Built to Win" explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success.A final chapter provides practical how-to tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.