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Negotiation Checklists: Preparation, Value-Creation, and Implementation Checklists
Movius, Hallam; Susskind, LawrenceCapítulo de Libro HBS-3263BC-EThis chapter contains three checklists: a negotiations preparation checklist with a series of questions every negotiator should review with key stakeholders before meeting with a negotiating partner; a value-creation checklist that suggests analytical sources of value creation; and an implementation checklist that suggests ways to reduce and address both surprises and conflicts in the future. This chapter was originally published as appendix c of...Desde 8,20 €
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Assess Current Challenges and Opportunities: The Role of Assessment in Successful Negotiation
Movius, Hallam; Susskind, LawrenceCapítulo de Libro HBS-3258BC-EThis chapter explains the current state of play in an organization in terms of negotiation issues, challenges, stakeholders, processes and outcomes. The authors' program introduces a criteria assessment key that will help organizations develop their own successful negotiation practice. This chapter was originally published as chapter 3 of "Built to Win: Creating a World-Class Negotiating Organization."Desde 8,20 €
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Introduction: What Does a World-Class Negotiating Organization Look Like
Movius, Hallam; Susskind, LawrenceCapítulo de Libro HBS-3239BC-ESuccessful negotiations can make or break companies, and many companies have heavily invested in the training of their negotiators. However, until now, most negotiation training has failed to distinguish between individual negotiating skill and organizational negotiating capacity. In this chapter, the authors argue that understanding this difference and using it to create a solid negotiating structure is essential to an organization's negotiating...Desde 8,20 €
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Create a Culture of Learning: Develop the Right Negotiation Training Environment
Movius, Hallam; Susskind, LawrenceCapítulo de Libro HBS-3259BC-ECreating a culture of continuous learning and feedback is essential to an organization's negotiation success. This chapter outlines the steps and resources that organizations ought to pursue and mobilize to create a world-class negotiating organization. It describes not only the kinds of training that are likely to be successful in changing knowledge and behavior on the job, but also the additional moves organizations can make to increase their r...Desde 8,20 €
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Why Training Alone Often Fails: Where Organizations Go Wrong with Negotiation Training
Movius, Hallam; Susskind, LawrenceCapítulo de Libro HBS-3262BC-EAll too often, negotiation training is handled with an off-the-shelf program that fails to take into account the complexities of negotiation. As the authors explain, failing to strengthen the organization's negotiating capacity while simultaneously building individual negotiation capabilities will result in failure. This chapter briefly explains why training programs fail. This chapter was originally published as appendix a of "Built to Win: Crea...Desde 8,20 €
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Sustain Your New Competitive Advantage: Don't Celebrate the Success of Your Negotiation Too Soon
Movius, Hallam; Susskind, LawrenceCapítulo de Libro HBS-3261BC-EOnce a solid foundation of negotiation capability has been established, it is easy for an organization to count its successes and then release the pressure on developing and maintaining negotiation skills. According to the authors, however, no change or learning initiative should be considered a complete success unless it can be shown to impact metrics that matter to the organization. Once new ways of doing things have been established, champions...Desde 8,20 €
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Ending with the Start in Mind: What the Individual Can Do to Build a World-Class Negotiating Organization
Movius, Hallam; Susskind, LawrenceCapítulo de Libro HBS-3260BC-EThe time has come to stop paying for endless negotiation skills training and to help organizations implement the practices required to negotiate more effectively. This chapter looks at specific ways in which individual negotiators inside a company, organizational leaders, and HR professionals can-on their own-initiate efforts to build winning companies. Through short case studies and detailed criteria, the authors demonstrate how these individual...Desde 8,20 €
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Negotiation Is an Organizational Capability: Move beyond the Traditional Thinking to Turn Negotiation into a Source of Competitive Advantage
Movius, Hallam; Susskind, LawrenceCapítulo de Libro HBS-3257BC-EIn most organizations, negotiation strategy is thought to derive from business strategy, yet negotiations from an anthropologist's viewpoint are much more idiosyncratic and complex. In order to exploit negotiation as a source of competitive advantage, leaders must focus on ways to enhance the organization's support of its negotiators. This chapter describes the characteristics of successful negotiating organizations and outlines the authors' nine...Desde 8,20 €
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V-Cola: Confidential Instructions for Cash Adman Chief Financial Officer, Chikara Advertising
Larkin, Ian I.; Movius, HallamCaso HBS-912044-EDirección estratégicaThis is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information.Desde 8,20 €
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V-Cola: Confidential Instructions for Mark Ketting Chief Marketing Officer, Trek Beverages
Larkin, Ian I.; Movius, HallamCaso HBS-912047-EDirección estratégicaThis is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information.Desde 8,20 €