August 2014
Beginner
762 pages
16h 52m
English
Content preview from Leadership Transitions: The Watkins Collection (4 Items)
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Contents
Preface ix
Acknowledgments xi
Introduction 1
Why negotiation is the most important skill for leaders taking
on new roles. How to think about your objectives as you nego-
tiate your way into your new position. Overview of the book.
1. Understand Terms and Conditions 15
Developing a vocabulary for talking about negotiating. Under-
standing the structure of negotiations. Understanding the
dynamics of negotiation processes.
2. Negotiate Strategically 43
Why it is important to have a conceptual framework. Thinking
about negotiation structure, strategy, process, and outcomes.
Four key strategic imperatives. The negotiation strategy
matrix.
33232 Watkins i-xii, 1-196 r.ps 5/31/06 4:01 PM Page vii
3. Match Strategy to Situation 57
The dangers of one-size-fits-all ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.