000			01847nam a2200193Ia 4500
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020			_a1-4221-0252-7
082			_bWAT _a658.4052
100			_aWatkins, Michael _922433
245			_aShaping The Games _bThe New Leader's Guide To Effective Negotiating _cWatkins, Michael
260			_bHarward Business School Press _aBoston _c2006
300			_aXII, 196
520			_aMichael 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.
650			_aCommunication in management, Negotiation, Problem Solving, Peruasion (Psychology), Executive ability _922434
942			_2ddc _cBK
999			_c39901 _d39901