Strategic negotiation: building organizational excellence - a roadmap to harnessing the power of alignment

By:

Gordon, Joshua A

Contributor(s):

Furlong, Gary T

Publication details: Routledge New York 2023Description: xiv, 190 pISBN:

9781032153773

Subject(s):

DDC classification:

658.406 GOR

Summary: Empowering organizations to thrive, this book provides a clear diagnostic framework with specific approaches and processes that leaders can use to build a negotiation function that will succeed each and every time. Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels. Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and training consultants and students of business and law will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works. (https://www.routledge.com/Strategic-Negotiation-Building-Organizational-Excellence-A-Roadmap-to-Harnessing-The-Power-of-Alignment/Gordon-Furlong/p/book/9781032153773?srsltid=AfmBOop45wzst99Cx3FVzmCJoINKC1mbbvwBur4DJmdvhymuxuxzrHk8)

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Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Human Resource and Organization Behvaiour	658.406 GOR (Browse shelf(Opens below))	1	Available		006559

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Previous	658.406 FRE Organization development: behavioral science interventions for organizational improvement	658.406 FRE Organization development: behavioral science interventions for organizational improvement	658.406 GHO Strategies for growth: help your business move up the ladder	658.406 GOR Strategic negotiation: building organizational excellence - a roadmap to harnessing the power of alignment	658.406 GRA Redesigning work: how to transform your organization and make hybrid work for everyone	658.406 GRO Only the paranoid survive:	658.406 HAY Theory and practice of change management	Next

Table of content:
1. The Negotiation Assessment Tool. 2. Negotiation as Art and Science. 3. An Overview of the Negotiation Capability Model. 4. Level 2 of the Negotiation Capability Model -- Repeatable Competence. 5. Level 3 of the Negotiation Capability Model -- Adaptive Flexibility. 6. Level 4 of the Negotiation Capability Model -- Optimized Performance. 7. Implementing Alignment - Mapping the Journey. 8. Many Forms of Success - The Negotiation Capability Model Applied. 9. Tools and Guides for Assessment, Planning and Reflection. 10. A Curated List of Resources

[https://www.routledge.com/Strategic-Negotiation-Building-Organizational-Excellence-A-Roadmap-to-Harnessing-The-Power-of-Alignment/Gordon-Furlong/p/book/9781032153773?srsltid=AfmBOop45wzst99Cx3FVzmCJoINKC1mbbvwBur4DJmdvhymuxuxzrHk80

Empowering organizations to thrive, this book provides a clear diagnostic framework with specific approaches and processes that leaders can use to build a negotiation function that will succeed each and every time.

Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels.

Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and training consultants and students of business and law will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works.

(https://www.routledge.com/Strategic-Negotiation-Building-Organizational-Excellence-A-Roadmap-to-Harnessing-The-Power-of-Alignment/Gordon-Furlong/p/book/9781032153773?srsltid=AfmBOop45wzst99Cx3FVzmCJoINKC1mbbvwBur4DJmdvhymuxuxzrHk8)

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