Built to Win

Hal Movius and Lawrence Susskind.
April, 2009.Negotiation can make or break your company. Whether winning a key client, making a vital acquisition, or spending less while managing risk, organizations need their negotiators to achieve better deals without wasting time or harming relationships. But if you think sending managers to negotiation skills workshops is enough to keep your company competitive, think again.

In Built to Win, respected negotiation experts Hallam Movius and Lawrence Susskind argue that companies waste millions by investing only in off-the-shelf negotiation training for their employees, without addressing organizational barriers to deploying best practices. This groundbreaking book lays out a more holistic—and less expensive—strategy, one that charges leaders with making negotiation a core organizational competence.

“Built to Win is one of the most important books I’ve had the privilege and pleasure to read in a long, long time about that portmanteau field … most often referred to as organizational behavior, or OB. … This book reminds me of the first time I picked up Michael Porter’s book on gaining competitive advantage or Clay Christensen’s book on innovation. … Built to Win will upend or nullify the conventional wisdom of how many organizations view and do negotiations.”
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