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

  • 4h 41m 3s
  • Michael Watkins
  • Gildan Media
  • 2007

In Shaping the Game: The New Leader’s Guide to Effective Negotiating, author Michael 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.

In this Audiobook

  • 1. Understand Terms and Conditions
  • 2. Negotiate Strategically
  • 3. Match Strategy to Situation
  • 4. Plan to Learn and Influence
  • 5. Shape the Game
  • 6. Organize to Improve


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