Strategic Negotiation: Building Organizational Excellence

A Roadmap to Harnessing The Power of Alignment
1. Auflage 2023
ISBN: 978-1-03-215377-3
Verlag: Taylor & Francis Ltd

Buch, Englisch, 200 Seiten, Format (B × H): 229 mm x 151 mm, Gewicht: 318 g

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.

Zielgruppe

Adult education, Postgraduate, and Professional

Autoren/Hrsg.

Furlong, Gary

Gordon, Joshua

Fachgebiete

• Rechtswissenschaften Allgemeines Verfahrens-, Zivilprozess- und Insolvenzrecht Zivilprozessrecht Schiedsverfahrensrecht, FamFG (vormals: FGG)
• Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen
• Wirtschaftswissenschaften Betriebswirtschaft Management Strategisches Management
• Wirtschaftswissenschaften Betriebswirtschaft Organisationstheorie, Organisationssoziologie, Organisationspsychologie
• Rechtswissenschaften Allgemeines Verfahrens-, Zivilprozess- und Insolvenzrecht Zivilprozessrecht Streitschlichtung, Mediation

Inhaltsverzeichnis

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

Über Autor(innen)

Joshua A. Gordon, JD, MA, is an experienced educator, arbitrator, negotiator, facilitator, consultant, and organization capability builder. Joshua is Faculty at the University of Oregon Lundquist College of Business where he teaches courses on negotiation, conflict management, law, and sports business. He has helped build organizational negotiation capability and served as a strategic negotiation advisor across just about every industry and sector. He is the co-author of The Sports Playbook: Building Teams that Outperform Year After Year, Routledge, 2018.

Gary T. Furlong, LL.M BA, is Chartered Mediator (CMed) and holds his Master of Laws (ADR) from Osgoode Hall Law School. He is the author of The Conflict Resolution Toolbox, Second Edition, John Wiley and Sons, 2020; the co-author of BrainFishing: A Practice Guide to Questioning Skills, FriesenPress, 2018; and the co-author of The Sports Playbook: Building Teams that Outperform Year After Year, Routledge, 2018.