Negotiation Is an Organizational Capability: Move beyond the Traditional Thinking to Turn Negotiation into a Source of Competitive Advantage
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- Synopsis
- 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 was originally published as chapter 2 of "Built to Win: Creating a World-Class Negotiating Organization."
- Copyright:
- 2009
Book Details
- Book Quality:
- Publisher Quality
- Publisher:
- Harvard Business Publishing
- Date of Addition:
- 08/02/16
- Copyrighted By:
- HBS Press
- Adult content:
- No
- Language:
- English
- Has Image Descriptions:
- No
- Categories:
- Nonfiction, Business and Finance
- Submitted By:
- Bookshare Staff
- Usage Restrictions:
- This is a copyrighted book.
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