Michael 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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" Just a so-so book about negotiating. I listened to the audio book. "
" Understand the negotiation‘s structure: the issues, the parties, the interests, how to bundle and unbundle positions, and how to create and capture value. "
Michael Watkins is the author of the international bestseller The First 90 Days: Critical Success Strategies for New Leaders at all Levels. His other works include Your Next Move: The Leader’s Guide to Navigating Major Career Transitions, Right from the Start: Taking Charge in a New Leadership Role, and others. He is the chairman of Genesis Advisers, an executive on-boarding and transition acceleration company in Newton, Massachusetts. He has been a professor at the Harvard Business School, IMD in Switzerland, and INSEAD in France.
Grover Gardner (a.k.a. Tom Parker) is an award-winning narrator with over a thousand titles to his credit. Named one of the “Best Voices of the Century” and a Golden Voice by AudioFile magazine, he has won three prestigious Audie Awards, was chosen Narrator of the Year for 2005 by Publishers Weekly, and has earned more than thirty Earphones Awards.
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