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Negotiation Skills

Building Organizational Competence

Key Topics Covered in This Chapter

  • Continuous improvement—learning from every experience
  • Building organizational capabilities for negotiating
  • The characteristics of effective negotiators

MOST BUSINESSES now understand the importance of building core competencies in areas essential to their strategies. For some companies, new product development is an essential core competence; for others, it’s marketing or engineering. Many require competence in several fields. These competencies are the mechanisms that make the execution of high-level strategy possible, and they underpin current and future success.

Negotiating is one of the fields in which organizations need substantial competence, ...

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