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Built to Win

From "Built to Win" by Professor Lawrence Susskind: Companies that consistently negotiate more valuable agreements in ways that protect key relationships enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this. In "Built to Win", authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of training and more training is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. "Built to Win" explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical how-to tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.

The following items are tagged Built to Win:

Negotiation Skills: Four Steps for Changing Negotiation Practices in Your Organization

Posted by & filed under Business Negotiations.

Individual negotiators are sometimes overwhelmed by the idea of leading organization-wide changes to negotiation practices. In fact, it doesn’t take much time or effort to set the wheels of reform in motion, write Hallam Movius and Lawrence Susskind in Built to Win. Here are four simple steps to implement in your workplace. … Read More

Teaching with Video-Based Negotiation Scenarios

Posted by & filed under Teaching Negotiation.

Access to multimedia content has rapidly increased throughout the world, with videos and short clips permeating our daily life. We are consuming, producing, and interacting with videos more now than ever before. In light of increasing video fluency and interest in using videos in education, the Program on Negotiation’s Teaching Negotiation Resource Center is creating … Read Teaching with Video-Based Negotiation Scenarios

Negotiation Skills: Overcoming the Not-In-My-Backyard (NIMBY) Syndrome

Posted by & filed under Negotiation Skills.

Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse) NIMBY opposition is counterproductive, costly and unnecessary. In this posting, the author explains a proven process for getting around it and settling disputes before they have a chance … Read More

Negotiation training leads to more effective water diplomacy

Posted by & filed under Conflict Resolution.

Negotiation skills are a critical, although often overlooked, aspect of water management, especially in situations where water crosses boundaries. Conflicts arise when water is managed as a fixed or scarce resource, and allocated in a way that assumes some parties will gain while others lose. In a recent blog post, Professor Lawrence Susskind examines … Read More

Getting Agreement on Energy Policies and Plans

Posted by & filed under Business Negotiations, Daily.

Lawrence Susskind (Ford Professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse) Making public policy about energy has been a scattered, uncoordinated disaster. In this posting, the author argues for a negotiated, consensus building approach to energy planning. Read More … Read Getting Agreement on Energy Policies and Plans

Helping Decentralized Organizations Negotiate More Effectively

Posted by & filed under Daily, Negotiation Skills.

Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse) How can organizations with offices spread over a large geographical region negotiate competently? In this posting, the author gives suggestions for putting a realistic system in place. Read More … Read More

Collaborative Rationality

Posted by & filed under Daily, Negotiation Skills.

Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse) A new theory for generating and justifying decisions builds on a solid foundation of negotiation principles. In this posting, the author describes the reasoning behind collaborative rationality and … Read Collaborative Rationality

Dispute Prevention: It’s a Good Idea, Right?

Posted by & filed under Business Negotiations, Daily.

Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; co-author of Built to Win, Breaking Robert’s Rules and Breaking the Impasse) Putting a dispute handling system in place has been shown to eliminate many disagreements or misunderstandings. So why are some industries reluctant to do so? In this posting, the author … Read Dispute Prevention: It’s a Good Idea, Right?

Who Will Guarantee the Safety of Off-shore Oil and Gas Facilities?

Posted by & filed under Conflict Resolution.

Lawrence Susskind, Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse Building consensus among regulators and the oil and gas industry about how to avoid future oil spills may be easier than previously thought. In this posting, Lawrence Susskind … Read More

Make Compensatory Payments in the Gulf Coast NOW!

Posted by & filed under Mediation.

Lawrence Susskind, Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse The BP oil spill in the Gulf region inadvertently created a nightmare for mediators. In this posting, Lawrence Susskind lays out a reasonable plan that addresses prompt dispersal … Read Make Compensatory Payments in the Gulf Coast NOW!

An Author’s Reception with Hal Movius and Larry Susskind

Posted by & filed under Daily, Events.

On May 6, 2009, Hal Movius and Larry Susskind spoke about their new book “Built to Win: Creating a World Class Negotiating Organization” (Harvard Business Publishing) at an author’s reception in the PON Library. Movius and Susskind were available to sign copies of their book and answer questions. … Read More