Strategic negotiation : building organizational excellence : a roadmap to harnessing the power of alignment

"Empowering organizations to thrive, this book provides a clear diagnostic framework, with specific approaches and processes that leaders can use to build a negotiation function that will succeed each and every time. Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels. Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and more, as well as training consultants and students of business and law, will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works"-- Provided by publisher Cover Endorsements Half Title Title Copyright Contents Foreword Acknowledgments About the Authors Introduction—The Power of Alignment 1 The Negotiation Assessment Tool 2 Negotiation as Art and Science 3 An Overview of the Negotiation Capability Model 4 Level 2 NCM—Repeatable Competency 5 Level 3 NCM—Adaptive Flexibility 6 Level 4 NCM—Optimized Performance 7 Implementing Alignment—Mapping the Journey 8 Many Forms of Success—The Negotiation Capability Model Applied 9 Tools and Guides for Assessment, Planning, and Reflection Appendix: A Curated List of Resources Index