Summary |
In Shaping the Game: The New Leader’s Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders in their negotiations with key constituencies inside and outside their organizations. The book provides potent guidelines for:
1. Creating maximum value in negotiations with critical stakeholders-
2. Capturing a fair share of that value
3. Building relationships
4. Preserving your reputation
5. Matching your negotiation strategy to the situation
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