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Synopsis
Michael D. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, 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. Navigating the myriad complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder—and succeed in those roles once they get there.
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About the Author
Michael D. Watkins is a Professor of Practice at INSEAD and founder of Genesis Advisers, a leadership and strategy consultancy.
Reviews
Having already addressed ways of making painless (and successful) upward professional transitions in his previous book, The First 90 Days, Watkins, a leadership consultant, hones in on what he calls the most valuable skill for the upwardly mobile: negotiation. Leaders, he says, should think of negotiation as a game of strategic interaction among intelligent players for which it pays to be prepared with a reasonable investment in research and analysis. The nuances are almost endless, and Watkins delves into them all, providing negotiation tips, frameworks, assessment tools and strategies. Helpful charts and checklists appear throughout the text, and his takes on the finer points of the many types of negotiations-one-time transactions, for instance, versus relationships in which future agreements loom-brim with insight. This logical, thought-provoking guide is a useful tool for leaders, new and old.
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- PublisherHarvard Business Review Press
- Publication date2006
- ISBN 10 1422102521
- ISBN 13 9781422102527
- BindingHardcover
- LanguageEnglish
- Number of pages208
- Rating
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