"Built to Win" in Good Company on Harvard Business Review's "Indispensible Ideas of 2009" Book List

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Harvard Business Review recently compiled a list of Harvard Business Press titles that were recognized as top business books of 2009 by several leading business publications. CIO Insight chose Built to Win, co-authored by CBI's Lawrence Susskind and Hal Movius, as one of its "Best IT-Business Books of 2009".  


The "Indispensible Ideas of 2009" introduction declares 2009 "a year of unprecedented change. The global economic crisis caused us to reevaluate every aspect of business, from strategy to innovation to managing resources… These titles not only wowed the critics, they also helped thousands of managers like you survive and thrive in today’s complex business world."

Built to Win: Creating a World-Class Negotiating Organization reevaluates negotiation, treating it not as an individual skill but as a strategic organizational competency. Built to Win argues that companies waste millions by investing only in off-the-shelf negotiation training for their employees and neglecting to develop organization-wide negotiation capacity. The authors lay out a more holistic—and less expensive—strategy that charges leaders with setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term negotiation success.

In addition to outlining their strategy for developing organizational capacity, Susskind, CBI's Founder and Senior Consultant, and Movius, Principal and Director of Training and Consulting Services, also describe common organizational barriers that can plague even experienced negotiators and recommend ways of overcoming them. A final section provides practical how-to tools to help readers start their own organizational improvement processes.

View the Harvard Business Review "Indispensible Ideas of 2009" book listing here.

View CIO Insight's "Best IT-Business Books of 2009" here.

Read more about Built to Win here.