Product details

In most organizations, negotiation strategy is thought to derive from business strategy, yet negotiations from an anthropologist's viewpoint are much more idiosyncratic and complex. In order to exploit negotiation as a source of competitive advantage, leaders must focus on ways to enhance the organization's support of its negotiators. This chapter describes the characteristics of successful negotiating organizations and outlines the authors' nine step plan for building a world-class negotiating organization. This chapter is excerpted from ‘Built to Win: Creating a World-Class Negotiating Organization'.