CHAPTER 13

Developing an Organizational Negotiating Capability

Negotiation is a core organizational competency.

—Hallam Movius and Lawrence Susskind

Negotiating business deals are becoming increasingly sophisticated and complex, calling for the adoption of an institutional negotiating mindset. To avoid negotiating outcomes that create unnecessary difficulties, negotiators take an integrated institutional framework instead of the ad hoc, short-term, case by case approach. The need to improve the efficiency of organizations negotiating capabilities has been the subject of research in the past decade.1 As negotiations are becoming more demanding, business executives having access to an in-house organizational culture and capability can look forward ...

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