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

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

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Book Summary Information

Author: Michael Watkins
Edition: Hardcover
Published: 2006-06-22
ISBN: 1422102521
Number of pages: 196
Publisher: Harvard Business School Press

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

Book Review: Excellent
Summary: 5 Stars

An excellent book that shows how important it is to adjust one's negotiating strategy to fit the situation. Unlike so many other books on negotiation which offer a cookie cutter approach, Watkins does a superb job in helping you develop strategies that will work in just about any situation.
A great companion to the book "Bargaining for Advantage" by Shell.

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

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.

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